Huthwaite's Account Strategy for Major Sales training further develops your skills required for success by helping you to:
• Enhance the customers’ perception of the value of your solution
• Reach and influence all the key customers involved in the decision making process
• Influence the customer’s decision criteria to your favour by understanding their decision making process and having a strategy for each step
• Have an effective strategy against each of your competitors including analysis of your position versus each one
• Minimise the customer’s perception of the risks involved in making a decision in your favour
• Map the critical incidents during the planned implementation and develop appropriate strategies for addressing these issues with the customer
• Develop long-term customer relationships
• Witness a significant increase in sales revenue and profitability
• Create long-term partnerships through pro-active account development.
Our aim is to develop your skills through an interactive programme of practise and feedback, skills which can be applied to great effect the moment you return. To achieve this, the ASMS programme consists of three elements: trainer inputs, real case work and a competitive simulation. The simulation has four rounds with detailed feedback from the trainers after each session.
Course Outline - Day 1
• Customer decision making in the major sale
• Account entry
• Simulation round 1
• Introduction to the Huthwaite toolbox
Course Outline - Day 2
• Competition and how to improve the match between customer needs and your solution
• Simulation rounds 2 & 3
Course Outline - Day 3
• Resolving customer concerns
• Simulation round 4
• Implementing your solution
• Assessment of real case work
• Assessment of simulation performance and award to winning team
Who should attend?
Highly appropriate for sales managers, account managers, sales executives and any other specialists tasked with the management of long- cycle sales involving multiple influencers/decision makers, strong competitive activity and a perceived risk for the customer of making the wrong decision.