Key Account Selling

Two-Day Course: Presented by MONDALE IT Training Ltd. 01635 573555

To win business salespeople must demonstrate to the customer that they have a solution to offer that will add value to their business. This course explains how salespeople add financial value to the solutions they recommend to a customer.

Delegates will be able to do more than just match a product to a customer. This course will show how to become a trusted adviser to the client, how to identify the customer's business strengths and offer solutions that will increase profitability.

• How to reach the decision maker
• Speak the Financial Directors language
• How to add value to a solution
• Perform a return on investment analysis to justify capital expenditure
• How to determine business strengths and weaknesses
• The five most common key account strategies
• Understand customer delivered value
• Calculate and present the Net Present Value of a solution
• How to approach dissatisfied users
• The five most important moments of account handling
• Projects Include:
  • Fashion House
  • Bristol Enterprises
  • Return on Investment
  • Net Present Value
• Video Clip: The Unorganised Salesperson