Practical Key Account Management
3 days|Delivered on request
This is a hands-on programme. Delegates spend most of the time working through negotiation in sales and sales forecasting on live scenarios rather than listening to theory about them. The practical emphasis is deliberate: sales teams are frequently trained on the product and never on the conversation, and reading about the method has repeatedly proved insufficient. Delegates leave able to work confidently with service level design, objection handling and consultative selling in their own organisation.
What delegates leave able to do
- Take ownership of service level design rather than escalating it, measured against the Consumer Protection Act
- Put objection handling on a footing they can defend to a reviewer
- Improve consultative selling within their own organisation
- Explain customer journey mapping to someone who does not do the work
What the course covers
- Negotiation in sales
- Sales forecasting
- Service level design
- Objection handling
- Consultative selling
- Customer journey mapping
- Proposal writing
Who should attend
- key account managers
- sales representatives
- sales managers
