Sales Training Workshops
Customer Loyalty: Maintaining and Retaining Key Accounts
Studies show that on average it costs 4 to 6 times more to acquire a new customer than to retain an existing customer – and any salesperson can tell you the terrible effect losing a key account has on commissions.
Studies show that on average it costs 4 to 6 times more to acquire a new customer than to retain an existing customer – and any salesperson can tell you the terrible effect losing a key account has on commissions. Customer retention improves efficiency, lowers mistakes, reduces new customer acquisition costs, and greatly improves your company's profitability.
This one-day course is designed to provide sales professionals a tool to evaluate their current key accounts and develop strategies and tactics to improve the depth and vibrancy of those customer relationships. The needs of your key accounts will change as they strive to improve their products and services, adjust to their competitors and experience turnover in key positions.
Periodically, sales professionals must analyze each key account relationship, identify any deficiencies and develop a strategic plan to correct any problem areas. In this program, each participant will participate in the development of retention plans for key accounts and explore the outer limits of his or her ability to influence the performance of their team. Participants will also discuss the reasons buyers keep buying from your organization and how to enrich the customer's experience.