Mastering Major Account Sales Strategy

By the end of this Mastering Major Accounts Sales Strategy course,participants would be conversant with how to pinpoint competitors weaknesses,negotiates from position of strength, speed accounts penetration and develop and improve their hit rate. Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and delight the client .- these are the keys to success when you need to win major deals in key accounts It is an invaluable training for those looking to notch up their skills in order to compete effectively in deals where the stakes are high. Skills Development

By participating in this workshop, you will learn strategies that will enable you:

• Tailor your selling strategy to match each step in the client’s decision- making process;
• Ensure that you don’t lose sale because you understand the psychology of buyers and how to respond to their doubts;
• Gain entry to accounts through many different windows of opportunity; and
• Handle negotiations, concessions on price, and term agreements skillfully and effectively

Organisational Benefits

Major and key accounts executives and managers that participate in this training learn how to pinpoint competitors’ weaknesses, negotiates from position of strength, speed accounts penetration and development, and improve their hit rate. This will save time, reduce expenses, aid decision making, and boost performance.

Course Content

• How customers makes decisions
• Accounts entry strategy
• How to make your customers need you
• How to influence the customer’s choice
• Countering competitive strategy
• Strategies for resolution of concerns
• Sales negotiation
• Implementation and account maintenance strategies

Target Audience:

This course is for every sales professionals, sales managers and sales trainers who wants to improve their sales productivity.

Fee: Per participant which will cover course materials, bags, tea/lunch break will be made available on request

Duration:  3 days