Key Account Development
3 days
For those selling capital equipment or dealing with large on-going assignments.

You will learn:

- Identifying and defining major or key accounts and evaluating their potential
- Key account positioning and prioritisation
- The psychology and politics of organisations and how to allow for them
- The principles of 'Client Centred Selling' - seeing through your customer's eyes
- Developing your strategy, tactics and timing
- How to identify key people and build lasting personal relationships
- How to analyse the motivations and priorities of key individuals
- Evaluating your competitive position with actual and potential accounts
- How to handle different personality types
- How to establish 'business partnerships'
- The ploys and tactics of professional buyers
- Negotiating to preserve profit and maintain goodwill
- Changing the emphasis of your selling as the account and relationships mature
- How to use the 'Warrior' Account Development System - a comprehensive blueprint for winning more key account business