Personal selling revisited – still a crucial skill for key account managers

The top-to-top meetings and business reviews with customers only happen a few times a year. The balance of opportunities is realized through the weekly or monthly meetings with the customers. Hence besides for sales reps, personal selling is still equally important for key account managers to realize the opportunities available.

Objectives:
• Understand the importance of customer relationship in personal selling and how to build one
• Able to deploy different methods to sell to customers for different situations
• Upgrade tactical sales capabilities for higher chance of success

Contents:
• Building Relationship
o How to manage customers with different behaviors
o How to win customers’ confidence from the start
o How to build long-term relationship with customers
o Do’s and don’ts in managing customer relationship
• Managing results
o Understanding the KPI’s of the customers and its personnel
o Selling solutions and benefits
o Closing gaps between suppliers and customers needs
• Building tactical skills
o Identifying the key leverages of the company
o Sales techniques to sell benefits in different situations
o Diffusing customers’ anger
o How to build a selling story
o How to handle objections
o 10 effective methods to close a sale

Learning Outcome:
• Participants know how to build a long-term and strong relationship with their customers
• Participants is able to use more effective ways to sell their proposals and gain customers’ agreement


Who should attend?
• Key account executives and managers who have direct responsibilities for modern trade accounts such as Guardian and Tesco.