Retaining & Growing Accounts

About this course

Course type:

Sales

Course code:

SART1601

Suitability:

Early / Mid Career

Duration:

2 Days

Who should attend?

Account managers who are new to the role or who want to refresh and develop their skills. New business sales professionals can benefit from understanding this side of the game.

 

 

Course Content

• Learning the Client Focused Fundamentals

  • A Client Centric Mindset
  • Understanding Business Needs
  • Building trust and partnership
  • Responsiveness
  • Reliability
  • Consistency
  •  

Client Focused Planning

  • Reviewing and Reflecting on status and progress
  • Using the Client Assessment Tool
  • Following through with integrity

 

• Client Focused Conversation Skills

  • Working with the Client Understanding Spectrum: underlying interests and values
  • Active listening and rapport building
  • Relationship mapping and building
  • Managing conflict and effective problem solving: clean up & straight talk
  • Negotiating wins
  • Reducing client effort and increasing positive experiences
  • Producing high impact Executive Summary/Proposal
  • Making best use of digital channels

 

 

 

 

 

If finding new clients is the lifeblood of any enterprise, retaining and growing accounts sustains the business going forward. This intensive course will give you the skills you need to make sure you look after your customer/clients so they can continue to flourish.

 

Suitable for account managers keen to update their skill-set or learn best practices, the course focuses on getting the core client fundamentals right. This includes developing a client-centric attitude, building trust, and understanding their business needs.

 

You will also learn how to build effective relationships with clients, manage conflict, make the most of digital tools, and more.

 

 

 

 

Why this course is important?

Delivery Method

Classroom

The course will be to face-to-face allowing for interactive experiential learning at locations throughout the UK.

 

Free tea/coffee & refreshments

Cost

Discounts on multiple bookings

£ 790

exc Vat

Book

 

2 places - Save 5%

3 places - Save 10%

4 places - Save 15%

 

Course locations

Glasgow, Edinburgh, London, Manchester

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