Account StrategyHuthwaite International
Sales Account Strategy - 3-day course in influencing the decision-making process
This Sales Account Strategy course will help you maximise major sales opportunities by focusing on the journey the customer takes before arriving at a major decision.
Based of years of field research, Huthwaite International has designed this programme with a solid understanding of what makes customers make major purchasing decisions, as well as how successful salespeople influence that decision-making process.
Combining trainer inputs with real case work and a competitive simulation, the 3-day programme helps delegates build the essential skills to:
- 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
Together these skills will allow you to produce a significant increase in the sales revenue and profitability achieved from major accounts.
Suitability - 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.
This course is often the next step for people who have completed the SPIN® Selling Skills training.
Training Course Content
Course content includes:
The Buying Cycle
- The psychology of complex buying behaviour.
- 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.
- How customers arrive at the decision criteria they use.
- How to influence the criteria in your favour.
- 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 favour.
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.
The cost of this course is £1,650 + VAT per delegate.
Huthwaite also has extensive experience helping all kinds of businesses prosper by providing bespoke training solutions tailored to specific needs.
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Huthwaite International has been helping businesses across the world deliver long-term, tangible results through their sales-focused behavioural change methodologies for 40 years. Based on research into what effective sellers and negotiators do, their approach is based on the key behaviours...
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