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STRATEGIC, KEY ACCOUNT SALES TRAINING CLASS

Strategic Sales Training Class Description

Our Strategic Sales Training Class is an advanced sales workshop designed for sales professionals involved in key account selling and account management.  Typically 3 days in length, this customized sales training class is tailored to each client’s needs via our pre-workshop interviews and sales skills assessment process.  Included are participant workbooks, tailored role-plays, group exercises and a set of immediately useful sales tools.

NOTE: This class is not available on a per seat or public basis.

 

Key Account Selling Competencies Developed

  • Reduce sales cycles by as much as 75%strategic-sales
  • Boost key account closing rates via effective strategic sales and capture plans
  • Better manage territories and time
  • Outmaneuver competition and effectively counter their key account strategies
  • Develop strong, long-lasting interpersonal relationships
  • Develop superior sales call objectives and questions
  • Increase sales process effectiveness and learn new professional selling skills
  • Boost closing rates by gearing sales approaches to individual prospect personality types
  • Identify and reach the key account decision makers quickly
  • Enlist “inside salespeople” to sell for you
  • Replace poor prospects with more profitable key accounts
  • Avoid lengthy purchasing processes intended to stymie vendors
  • Improve key account selling and success rates when presenting proposals and solutions

Strategic Sales Issues Addressed

  • Reducing long sales cycles
  • Challenges gaining access and selling to multiple decision makers
  • Significant key account losses to competition
  • Lack of significant customer executive interaction
  • Sales that are blocked at low or mid management levels
  • Customer/prospect focus on price
  • Persistent discounting in order to close the sale
  • Lack of significant knowledge of prospective clients
  • Sales stalls

Strategic Sales Topics Taught

  • Varying each sales approach via proven psychographic profiling techniques
  • Developing key account territory plans and approaches
  • Creating strategic positioning for each account
  • Analyzing each key account using an 8-step process
  • Developing effective key account strategic sales plans
  • Selling to executives, purchasing agents and committee
  • Delivering effective presentations and proposals

 

Key Account Selling Training Class Outline

Assessing Account Psychographics

  • Understand the four personality types and how they buy
  • Practice shifting your sales style to match buyers’ buying styles
  • Enhance your ability to form relationships with customers

Developing Your Strategic Sales Approach

  • Align your firm’s sales and marketing plans
  • Segment your key accounts based on both sales revenue potential and market factors
  • Learn six ways to immediately boost strategic sales

Key Account Selling Strategies

  • Understand the three key account selling premises that contribute to sales success
  • Master the five levels of sales relationships
  • Discover unknown or little used sources of valuable key account information and how to best isolate yourself from price competition
  • Use micro differentiation to properly position yourself in each account
  • Implement an eight-step key account selling approach to develop winning sales strategies and gather the information needed to do so

Setting Up the Key Account Sales Plan

  • Identify the power bases in key accounts
  • Learn the eight-step process for analyzing and setting key account selling strategies
  • Analyze actual account situations and develop effective plans of attack
  • Create your own key account capture plans to consistently reach decision makers and win business

Advanced, Strategic Sales Questioning

  • Understand the four different levels of questioning
  • Develop questions to support the key account strategic sales process
  • Create questions for each of the six question content areas including decision process, competition, justification and buyer influence questions

Executing the Key Account Selling Plan

  • Learn how to develop inside salespeople in each key account
  • Understand the perils of “Blockers” and how to avoid them
  • Discover new ways to sell to executives and top-level decision makers
  • Implement financial and functional selling techniques
  • Explore new methods for maintaining. protecting and expanding your key accounts

Winning Strategic Sales

  • Implement new key account selling strategies to better deal with committees and multiple decision makers
  • Explore joint planning and venture activities with key customers
  • Optimize the effectiveness of group sales calls and presentations
  • Develop new strategies for combating the competition

Selling to Difficult Individuals

  • Gain techniques for handling buyers that believe they have superior expertise
  • Explore options for handling “dead” prospects
  • Discover how buyers deal with risk and the value of “personal wins”

Proposal / Demonstration Techniques

  • Obtain proven key account selling strategies for minimizing lost and unnecessary proposals
  • Learn to use proposals and demonstrations as a closing tool
  • Develop strategies for demonstrations to diverse groups of people
  • Develop at least six powerful customer commitments
  • Create commitments for each stage and level of customer interaction
  • Discover strategic sales methods to handle stalls and delays
  • Learn effective ways to crate urgency
  • Understand common closing techniques and which to use and/or avoid
  • Discover the power of “soft” closes and “implementation plan” closes

 

What’s Included and Additional Options

The Strategic Sales Training Class Includes

  • Pre-workshop interviews, sales skills assessment and customized sales training class design
  • Pre-workshop management meeting to solidify class agenda and content
  • Professional instruction and sales training class facilitation by experienced trainers
  • Strategic sales training class workbook/reference manual, prizes and all course materials
  • Best sales training materials, strategies, skills and tools
  • Small-group role-plays, feedback and coaching
  • Highly-interactive format using accelerated learning techniques
  • More than ten group exercises, skits and case studies
  • Five different games and contests
  • Four role-plays and three mini-role plays
  • Over 25 illustrative stories, jokes and anecdotes
  • Post-workshop reinforcement and application plan

Sales Tools Developed in the Strategic Sales Training Class

  • List of effective key account strategies
  • Key account strategic sales and capture planning process
  • Account-specific capture plans
  • Account profile form
  • Needs assessment sales tools and questions
  • Key account qualification and ranking criteria

 

Workshop Modules That Can Be Added


Strategic Sales Training Class Options and Upgrades

  • Sales process development, testing and implementation
  • Corporate sales consulting
  • Salesperson certification and certification process
  • Content-related pre and post training exams
  • Sales training class completion certificates and reference cards
  • Key account selling instructor manual, course license and train-the-trainer program
  • Strategic sales training account planning sessions

All Rights Reserved.  The Sales Alliance Inc. San Diego, California.

 

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Sales Classes | Sales Training Courses