Sales Training Workshops
Prospecting and Assessing for Key Accounts
An interactive workshop for salespeople and sales managers to help them focus time resources where they can best be used to achieve revenue objectives.
The typical telephone sales representative has 600 to 800 customer accounts. Most of these accounts are handled in a standard manner using a relatively defined process from prospecting to close. Many telephone sales positions also have the opportunity for key accounts. Key accounts are major customers whose revenue potential can dramatically boost the territory of the telephone sales representative.
To successfully pursue a key account, a telephone sales representative must use an adaptive selling approach to identify the key account’s needs, buying committee requirements, risk tolerance and timeline. This requires more in-depth information gathering and selling time than the standard sales approach. Consequently, the selection of key accounts and the methods used to pursue key accounts is critical, or overall sales effectiveness may be reduced.
The key account sale is typically more complex than the standard sale – the sales cycle contains more steps and the steps are more intricate. Additionally, key account sales are highly divergent – each key account sale is different. How does a salesperson determine whether an account is worth the investment of the time and effort required to develop it into a key account? This curriculum will help the sales representative define and compare the key account process and the standard account process.
The highly-interactive workshop, Prospecting and Assessing for Key Accounts, will teach participants:
- The differences between key accounts and standard accounts
- A method to determine the key account sales cycle
- The importance of building relationships
- How to use sales collateral and reference stories to support product attributes
- Ways to lead the buying committee
- Techniques for managing the sales cycle
- How to ask for and close the key account sale
Participants will learn:
- Methods for balancing the needs of both standard and key accounts
- The three dimensions of a relationship
- Ways to provide the customer the ability to evaluate your product or service
- Characteristics that influence the buying committee
- Tools for assessing risk