Consultancy and Software House Sales and Major Account Planning
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Description and objective: www.areesconsulting.com Financial Services, Banking, IT and Management Consultancy specialist. Tailor made training to meet your specific needs. Selling is the lifeblood of any consultancy or software house and getting it consistently right is critical for survival and success. This course focuses on the skills and techniques necessary for developing the leads, order book and pipeline from target accounts in the Financial Services Sector. Many sales and account planning processes are overly complicated and typically fall into disuse. We can work with you to design processes that are simple, easy to maintain and will deliver results not paper. Managing for Success S.S.I.® (Sales Strategy Index) is a particularly useful tool that can be used to understand sales team needs, strengths and weaknesses. It will highlight an individual's aptitude for prospecting, qualifying, influencing and closing, thereby assisting a manager identify any focused trading that may be required.
The content of the programme will be adapted to meet the particular needs of the group and your organisation.
Key Topics - Are you selling services, products or both? Target account identification, Strategic account sales, Prospecting, Creative lead generation, Information gathering
Understanding buyer criteria, service expectations and motivation, Identifying key account staff, Matching buyers to sellers, Initial contact and appropriate approaches
The relationship with marketing, Team / individual sales targets, Mining existing accounts, Building rapport, long term relationships and follow up techniques, Using DISC® and S.S.I.® (Sales Strategy Index) profiling to understand buyer and seller behaviours and motivation, Handling objections, Adding value and drafting a persuasive proposal, Activity tracking and reporting.
Contact Anthony Rees Consulting Limited
| Phone | 020 7720 8285 When calling be sure to mention Training Pages
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