Successful Account Management, London

This programme shows you how to identify and qualify key decision makers, carry out effective research and develop a greater understanding of client needs.
On completion you'll have a strong understanding of how to protect your client base and stay ahead of your competitors by establishing a focused approach to managing important sales accounts, including frequent touch points and account saturation techniques from your key accounts.

· Establishing different personality   profiles and how best to approach them

· Understanding   buyer motivators and the buyer decision making process

· Identifying   the right mindset for making sales calls and the value of call planning

· Understanding   the recruitment sales cycle

· Assessing   the value of different communication tools available

· Identifying   a call structure and differentiating questions

· Understanding   the importance of value pitching

· Establishing   techniques to overcome objections

· Identifying   when to close and assess the different types of 'close' available.

Pricing:
Member rate:  £599 + VAT
Non-member rate: £749 + VAT