Account Strategy for Major Sales Course
Corporate Finance, Banking and Auditing
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Account Strategy for Major Sales Course
Course Overview:
The Account Strategy for Major Sales course is focused on molding sales team oriented towards long effective cycles involving many different people and decision makers.
After the completion of the course, the learners will be able in interacting with decision makers, comprehending the mentality of the clients, and bolstering their competitors’ plans.
The course addresses how to position oneself within the Decision-Making Unit (DMU) to capture a significant and compelling value proposition, and how to respond to objections and concerns that may have been left too late in the sales process. Participants will discover how decisions are made, how these decisions are formulated, and how to counter the fears that determine whether a decision is made or not.
This course is particularly useful for sales managers, account managers or sales executives who should possess those instruments which would enable them to make difficult sales and preserve positive bonds with customers.
Course Objectives:
At the end of this Account Strategy for Major Sales Course, learners will be able to do:
- Create better access to decision-makers and better present their value proposition
- Understand and cater to the psychology of customer needs
- Proactively strengthen their position against the competition
- More effectively navigate the DMU
- Present their progress in the opportunity with a clearer next steps and goals
- Pre-handle and/or manage late-cycle concerns
Who Should Attend?
This course is highly appropriate for sales managers, account managers, sales executives and any other specialists tasked with the management of long-cycle sales involving multiple influencers/decision-makers, strong competitive activity and a perceived risk for the customer of making a wrong decision.
Course Outlines:
The Buying Cycle
- The psychology of complex buying behavior.
- Account Entry Strategy.
- How to map the decision-making unit so that you are talking with the right people, at the right time, about the right issues.
Decision criteria
- How customers arrive at the decision criteria they use.
- How to influence the criteria in your favor.
Competitive Analysis
- Principles of competitive advantage and 'hard' and 'soft' differentiators.
- Buying criteria – how customers evaluate competitive offerings and how you can influence their Decision Guidelines in your favor.
Customer concerns about risk
- Why sales stall close to the decision.
- Why selling skills don’t help you at this stage.
- How to resolve concerns to your advantage.
see more: Accounts Payable from Accounting to Management Course
