Account Strategy for Major Sales - 3 day sales training course

ASMS will help you maximise major sales opportunities by focusing on the journey the customer takes before arriving at a major decision.

Through this workshop style event, you will sell to a simulated key account using the skills, processes and tools adopted by many top companies worldwide.

Find out more about Huthwaite International and how this Account Strategy for Major Sales course can help you here.

This Account Strategy for Major Sales training 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.

In order to improve results Account Strategy for Major Sales is designed to cover the following areas:

The Buying Cycle

· The psychological phases of complex, comparative buying behaviour.

Account entry strategy – how to find and use the:

· focus of Receptivity

· focus of Dissatisfaction

· focus of Power.

Buying criteria

· Principles of competitive advantage – macro and micro, hard and soft differentiators.

· Decision guidelines – how customers evaluate competitive offerings.

· How to influence decision guidelines in your favour.

Customer concerns about risk

· Why sales stall close to the decision.

· Why selling skills don't help.

· How to resolve concerns to your advantage.

Implementation

· The 'motivation dip' and why it happens.

· Strategies to avoid motivation dip.

Account development

· Pro-active strategies to maintain your dominant position and handle competition.

· Building the long-term partnership.

Using Account Strategy Tools will provide you with:

· Analytical and planning processes to maximise your success rate in major, complex opportunities. The outcome, more sales opportunities become sales.

· E-learning that takes you through the Account Strategy process and helps you use the Account Strategy Tools effectively.

· The ability to capture and effectively use the information critical to persuasive selling. This is succinctly presented in the overview screen.

· Key Player Maps to help you to identify and influence multiple key decision makers within the sales process, uncovering and influencing their decision criteria.

· Competitive Analysis screens to allow you to evaluate how, from the prospect’s perspective, you compare to the competition. More importantly, it allows you to figure out what to do next.

· The Influence Network to provide a powerful visual tool showing which players have power, influence and receptiveness, helping you to plan strategies for reaching them and taking them to the decision point.

· The Guidelines Tool to encourage you to check whether those players involved in the decision share the same perceptions and the same decision criteria as each other.

· A Balance Model that quickly predicts the likelihood of sales success.

· The ability to pull in information from the SPIN® Selling Tools if these are enabled.

· An application that runs on your desktop or integrates with your CRM system or contact manager.

· The ability to share the information across the team if integrated with your CRM.

The cost of this Account Strategy for Major Sales course is £1,650+VAT per delegate. Please contact us here for more information.

Huthwaite International: We can help you improve the sales performance of your business.

For over 30 years we’ve been helping businesses across the world deliver long term, tangible results through our behavioural change methodologies. Our approach works. It’s proved effective in all business sectors, and is also flexible enough to integrate into existing business processes.

Our approach is based on research into what effective sellers and negotiators do. We’ve spent decades learning which key behaviours deliver outstanding performance. This has been achieved by carrying out rigorous research, and extensive ongoing analysis of the behaviours of the very best sales and negotiation professionals. And it’s this unrivalled knowledge that enables us to meet our clients’ needs, and more importantly, help them meet the needs of their customers.

By identifying what separates successful people from their less effective peers, we can pinpoint effective behaviours and best practice and replicate them across all areas of your business. By positively changing behaviour, then instilling and reinforcing these changes until they become second nature, your people, and through them, your business, can reach and sustain new levels of success.

Our training methodology

We pride ourselves in the quality of our training delivery. Our trainers are handpicked, trained to the highest standard and subject to ongoing quality checks. They are passionate about what we do and how we can help your company.

This is how we develop skills:

· Plan for roleplays/simulations using the structure provided by Huthwaite planning tools and research-based models.

· Practise in roleplays/simulations which replicate real situations as closely as possible.

· Receive structured feedback, including direct comparison to best practice skill models.

· Reflect on performance and set target for next round of roleplay/ simulation.

Open Courses

Huthwaite open courses give individuals and small groups access to the world’s best sales effectiveness training. Our open courses are also used by larger organisations wishing to sample Huthwaite courses or as an alternative to in-house training where companies seek the benefits of their people mixing with delegates from other organisations.

Find out more about Huthwaite International and how their Sales and Negotiation training courses can help you here.