Sales Enablement Solutions

KEY ACCOUNT LEADERSHIP CONSULTATIVE SELLING

Analyse accounts and the level of strategic attention to be achieved!


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Analyse accounts and the level of strategic attention to be achieved!

About the training:

The consultative selling approach is one in which the buyers needs are used as the basis for a dialogue. This dialogue enables you to understand their requirements and construct a tailored solution so that you know how your products and services can help them and deliver results for their business. To reveal these often disguised needs, a variety of skills need to be used along with tools, tips and techniques that you can access, as and when you need them.

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KEY ACCOUNT LEADERSHIP CONSULTATIVE SELLING

Learning Outcomes:

At the end of the program the participants will;

  • Understand personal motivational style and its impact on communication
  • Take on board what buyers like about Key Account Manager(s) [KAM]
  • Identify what can be done better in the KAM role
  • Gather and analyse customer insights in the global environment using 2 tools
  • Identify what the customer wants to reveal, their business agenda and profit levers
  • Define objectives for specific account situations
  • Examine formal and informal stakeholder maps
  • Consider the impact of bias, role and attitude to change/risk when analysing 5 types of stakeholder
  • Create a stakeholder map
  • Define and build the proposition by using 3 steps to map the competitive position
  • Apply comparative arguments to the account
  • Assess the top 5 likely objections from your target customer including price and budget
  • Practice addressing objections using 3 successful techniques
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