Today's sales teams are being asked to do more, with less - call high, stay high, and control the sales situation, all of which have dozens of players and options. Dealing with buyers, committees, senior managers, can becomeoverwhelming. This is where ProActive Account Strategies comes in.
Combining the tactics of ProActive SellingTM with Value! TM, ProActive Account Strategies gives you insight and planning opportunities into Global Account Selling and Management techniques. Understanding the customer and developing a teaming relationship with the account creates the best win-win environment. In this course, we'll teach you how to create templates and target account plans that you can use every day on the job.
Controlling the process means you control the deal. This is especially true with the higher level, complex sales situation.
Key topics include:
Combining the tactics of ProActive SellingTM with Value! TM, ProActive Account Strategies gives you insight and planning opportunities into Global Account Selling and Management techniques. Understanding the customer and developing a teaming relationship with the account creates the best win-win environment. In this course, we'll teach you how to create templates and target account plans that you can use every day on the job.
Controlling the process means you control the deal. This is especially true with the higher level, complex sales situation.
Key topics include:
- Learning how to target a key account situation
- Identifying the key steps in beginning the relationship
- Electronically developing the mutual goals and business objectives for both parties
- Asking the right questions during the sale
- Managing the sales process throughout the organization
- Identifying key politics and organizational issues
- Utilizing powerful communication and behavior skills to understand buyer motivations
- ProActively mapping a sales plan that brings desired results