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Course description

Account Strategy for Major Sales

Account Strategy for Major Sales

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.

Download the course brochure here

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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.

Decision criteria

  • How customers arrive at the decision criteria they use.
  • How to influence the criteria in your favour.

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 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.

Expenses

The cost of this course is £1,650 + VAT per delegate.

In-House Training

Huthwaite also has extensive experience helping all kinds of businesses prosper by providing bespoke training solutions tailored to specific needs.

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About provider

Huthwaite International

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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Contact info

Huthwaite International

Hoober House, Wentworth
S62 7SA South Yorkshire

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www.huthwaiteinternational.com


Reviews

Average rating 4.3

Based on 23 reviews

Orest
(5)
I found the course useful and practical. The format of the material presented was useful with a focus on practical usage. John and Ian did a great job by presenting and actively acting in simulation practice.
Nicola
(5)
I really enjoyed the course, great trainers.
Harrison Leigh
(5)
course had a good pace and didn't feel overwhelmed with the work load. good presenations from the guys and very informative and we were all involved and it was very relevant to my role
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Reviews
Course rating
(4.3)
Based on 23 reviews
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