Gaining
new
accounts
and
subsequently
developing
those
accounts
is
a
complex
and
demanding
process.
The
early
process
sales
skills
required
are
demanding
and
the
role
of
the
sales
person
is
professionally
tested.
Amongst
the
specific
skill
sets
required
for
account
development
are
the
ability
to
plan
a
strategy
—
per
account,
build
relationships
and
communicate
effectively.
This
Sales
&
Account
Development
course
will
centre
on
the
current
business
development
issues
that
confront
anyone
who
is
engaged
in
selling
but
also
wants
to
build
an
account
for
further
business
gain.
It
will
emphasise
the
human
aspects
of
selling
—
Building
and
Maintaining
Relationships,
using
Advanced
Communication
Skills
and
understanding
the
importance
of
Account
Development.
Most
importantly,
the
course
looks
at
the
sales
process
from
the
buyers’
viewpoint
-
and
concentrates
on
clarifying
the
decision
criteria
within
each
sale
opportunity.
By
the
end
of
the
course
participants
will:
Adopt
a
systematic
and
strategic
approach
to
selling
—
the
ADS
way.
Understand
the
consultative
sales
skills
required
for
success
in
competitive
markets
and
use
this
to
generate
additional
sales
possibilities
and
opportunities.
Develop
an
‘Account
Development’
approach
to
selling.
Understand
qualification
and
develop
techniques
to
aid
forecasting.
Be
better
able
to
recognise
and
influence
the
decision
criteria
(why
people
buy).
Be
more
objective
and
self-disciplined
in
protecting
accounts.
Course
Content
Selling
and
Account
Development
—
What’s
The
Difference?
Defining
The
Problem
And
Your
Task
Thinking
Creatively
Understanding
The
Writing
Cycle
The
Account
Selling
Process
The
Buyers
Cycle
The
Salespersons
Response
The
Professional
Sales
Call
—
SAPO
Holden’s
4
stages
of
Proficiency
Competitive
Differentiation
&
Preparation
Understanding
Your
USP’s
Building
Value
Statement
Libraries
Prospecting
and
Building
a
Pipeline
Current
Prospecting
techniques
Getting
the
Appointment
Qualification
—
What
is
It
(and
how
to
use
it)
Techniques
Used
To
Qualify?
Should
I
‘Park’
or
‘Qualify
Out’?
A
Contract
Is
A
Liability
Not
An
Asset
If
I
Win,
What’s
it
Worth?
Sales
Forecasting
Selling
to
‘Different’
Motivational
Platforms
Buyer
Types/Buyer
Motives
Classic
Responses
To
Buyers
Motives
Customer
Perceptions
and
Expectations
Exploiting
Good
Customer
Service
Why
‘Buyers’
Buy
—
The
Decision
Critera
The
Decision
Process
How
To
Influence
It
Decision
Critera
Don’t
Stay
Static
Handling
Customer
Concerns
The
Golden
Shot
Communication
Skills
Understanding
Communication
Skills
Questioning/Active
Listening
Whole
Body
Communicating
The
SPI
questioning
technique
Negotiate
To
Succeed
—
The
Win/Win
Processs
The
Process
of
Negotiation
What
Is
Win/Win
The
Difference
between
Selling
&
Negotiation
Preparation
Investigation
Proposing
Bargaining
Closing
the
process
Winning
The
Contract
Closing
—
How
Important
Is
It?
Getting
Commitment
The
Fear
Of
Rejection
Contract
Fundamentals
Managing
&
Measuring
Yourself
The
Sales
Funnel
The
4
Keys
to
Sales
Effectiveness
The
Consultative
Selling
Approach
What
is
a
Consultant?
Spotting
Consulting
opportunities
Developing
the
Consultative
approach
The
Consultancy
Cycle
Account
Development
Strategies
(ADS)
Determine
the
factors
—
Plus
and
Minus
—
that
affect
the
outcome
of
your
sales
Develop
strategies
that
maximise
your
market
penetration
and
protect
your
existing
accounts
How
to
Sell
in
Partnership
with
each
account
contact,
establish
calls
and
long
term
business
objectives
for
new
accounts
—
and
to
plan
further
for
the
Major
Accounts
