Key Account Management

Silicon Beach Training Ltd.
Brighton, East Sussex, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' Learn how to grow your sales volumes and Key Account business quickly and effectively

Most markets and industries are operating in an increasingly crowded market space. For many, the option of further reducing price to compete is simply not an option. Survival in today’s market place is dependant on many more elements than price alone. You have to be able to differentiate yourself and your products and services to survive. In a message overloaded market place…your messages have to cut through. If you can’t compel, you won’t sell. Learn how the best influence their prospects and how they win and retain Key Account business.

Learn step-by-step strategies for getting the attention of decision makers and start winning more business now!

Key Account Management Training Course Content
What is a Key Account?

Targeting and identifying your market place
The elements of persuasion
Creating compelling communications
Differentiating your offer
The Buying Model

Buying psychology –what influences the buying process?
Short and long term buying cycles
Decision making processes
Identifying and satisfying objective and subjective needs
Building Value

What is added value and why is this so often confused with reducing margins?
Identifying value drivers
Securing Appointments

What to do what to say
Managing nerves
Dealing with gatekeepers and blockers
Maintaining Client Engagement

The fact is that many decisions take months to nurture- learn how to manage contact cycles creatively
CRM template development
Negotiation

What is negotiation and why is a state of non-negotiation so often confused with buying signals?
Trial closing
Establishing the ground rules
What to do when negotiations stall or break down
Relationship Selling

What interpersonal skills do we need?
The elements of successful relationships
How to nurture profitable relationships
Customer Audits and Referrals

Networking and gaining referrals and introductions
Securing feedback and further insights
Gaining more business via problem solving ...''

Elements of this syllabus are subject to change.

Phone:+44 (0)1273 622272

School Address/Venue(s):

86 Gloucester Road
Brighton
East Sussex
BN1 4AP
UK

Jobs & Resumes: Brighton
Houses & Roommates: Brighton

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