Course details
We face a future of increasing complexity, exploding information flows and greater uncertainty. Like a game of chess, smart management requires intelligent strategies without unnecessary moves that will cost you in the long run. This inspirational programme will provide you and your team with the right strategies and skills to identify opportunities and respond effectively. It will capture your imagination and give you the performance language and tools needed to bring others with you on a high performance journey.
Key Benefits
- Equip salespeople with key account selling skills
- Develop compelling key account sales presentations
- Utilise the right sales strategy and tools to provide solutions for different customers and situations
- Synchronise sales tactics and techniques with customers’ buying style and help them make buying decisions
- Analyse each situation and provide customer-focused solutions
Course Content
- Critical Skills for Key Account Sales
- Strategies for Key Account Sales
- Consultative Sales Approach
- Ways to Develop Profitable Partnerships
- Pinpointing Key Account Penetration Opportunities
- Planning Individual Account Penetration
- Partnering for Profits
- Using the Right Tools and Techniques
- Understanding Key Account Decision-Making Process
- Techniques to Presenting Solutions
- Team Sales Approach
- Creating Impact through Behaviour Focused Communication
- Influencing Key Account Decision Makers
- Closing Strategies for Key Accounts
Learning Methodology
This experiential workshop is facilitated through lectures, group activities, discussions, role-play, case studies and situation analysis.
Who Should Attend
Sales Professionals, Sales Engineers, Consultants selling professional services or solutions, Entrepreneurs, Sales and Business Development Managers and Marketing Executives
Course Location
About Service Quality Centre
Established in 1990, We_They rich heritage is derived from founding partners, Singapore Airlines (SIA), one of the world’s leading carriers listed in Fortune 500 and an internationally respected brand; and SPRING Singapore (the former Standards, Productivity and Innovation Board), a government enterprise development agency that develops and promotes internationally recognised standards and quality assurance.
With the best of SIA’s service philosophy infused with SPRING’s experience in setting standards for business excellence and innovation, We_They delivered the business advantage that organisations – public and private, large and small – needed to provide outstanding customer value, quality and performance.
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