Account Management

Course Duration is 1 Day

£395.00 Plus VAT

Delivery Method

Face To Face Delivery  Virtual Delivery One To One Coaching Closed Group Course Public Course

Business Benefit

China Eggs. No matter how long you nurture them, they never hatch! This course enables Account Managers and Corporate Sales Executives to differentiate between real prospects and ‘china eggs’. Focusing on the skills of qualifying prospective clients throughout the sales process, this course enables Account Managers to concentrate their time on prospects with whom they have the greatest chance of success. This in turn leads to more accurate Sales Forecasts and improves the likelihood of achieving sales targets. Improves the likelihood of achieving sales targets.

How to Book

If you are interested in booking this course, then please select an available date and then click book now to complete the booking. Can’t see a suitable date contact us on [email protected] and we can discuss specific date requirements.

Who Should Attend

Account Managers and Sales Executives who wish to make the best use of their time and optimise their sales efforts

Learning Outcomes – by the end of this course you will be able to…

Accurately ‘qualify’ prospects
Demonstrate how ‘qualification’ continues throughout the sales process
Describe the 15 key aspects of a potential order
Demonstrate the skills required to close a challenging business order

Course Content

Defining the skills of ‘Qualification’
Identifying ‘real’ prospects and eliminating ‘China Eggs’
Effectively dealing with budgets, time-scales and the competition
Identifying the decision maker
Demonstrating the ‘net gain’ of dealing with your company
Keeping control of the sales process
Closing the deal

Embedding

These follow up coaching sessions help support your colleagues to embed their learning during their skills transfer period.  Applying new skills and changing behaviour takes effort and practice.  After attending a training course many colleagues will find they need support through this transition.  EQV can provide that support with follow up coaching sessions to help embed the learning.

Embedding coaching sessions can be delivered in 90 minute and half day durations.  The facilitator will work with the group to capture feedback about challenges and how to overcome them ensuring success going forward.

Having a formal embedding coaching session will not only increase the success of the skills transfer period but helps create a platform of motivation, inclusivity and commitment within the group.