Open course: Strategic Selling to Large Accounts
Open course for those who are involved in selling to large accounts
- Learn strategies and tactics of successful selling to large accounts -
Venue:
Hotel "Vilnius Grand Resort"Teaching methods
Each topic is accompanied by practical tasks, their discussion and real-life examples
Benefits of training
Content of training
- Specifics of selling to large customers and requirements for a successful seller;
- The psychology of making important decisions. Decision-making stages and the seller’s strategy and tactics:
- - The stage of realizing the need and the seller’s tactics; most frequent mistakes;
- - Alternative options analysis stage and the seller’s tactics. The technique of identifying and influencing the decision-making criteria;
- - Doubts settling stage and the seller’s tactics. The seller’s 3 deadly sins;
- - Cooperation stage – the seller’s tactics, helping to avoid the customer’s disappointment. The biggest mistakes, resulting in loss of existing customers;
- The ways to use the customer’s disappointment for strengthening the relations and turning the customer into the company’s biggest fan. Presentation and discussion of successful real-life cases;
- Decision-makers’ (DM) map. Do not be misled – there is always more than one decision-maker;
- Strategy and tactics of influencing the entire DM group in complex sales;
Preparing the strategic relations development plan with a large customer; - Evaluating the participants’ sales skills by using the “Objective behavioural indicators” method;
- Learning the needs vs. Developing the needs;
- The bigger the need, the higher price may be paid for its satisfaction. Technique for building the need awareness;
- Making the offer. How to prepare an offer, in which every member of the DM group would recognize his/her needs;
- Handling the customer’s objections Price related objections, psychology and motives behind the words “too expensive”;
- The bank of golden ideas.
We will be happy to adapt the training program to the specifics of your company. Contact us to discuss the terms of cooperation.
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