Business Development of Low Spending Accounts

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WHO WILL BENEFIT?

Designed for both new and experienced external sales team members

COURSE TYPE

1-day workshop

Regional or in-company

LEARNING STYLE

Syndicate groups, brain storming, individual exercises and interactive discussions

WHAT DO YOU GET?

Course hand-outs

Course completion certificate

for more information on this course, please call or register your interest

01952 462300

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Whats is all about

To describe this workshop in simple terms, it is all about providing a framework and the skills to grow your business in the easiest way – with your existing customers!

The day is a challenging yet fun workshop that gets the key sales personnel in your business to work together and formulate a structured plan to develop accounts that offer potential for growth.

 It will give attendees a professional and structured way to work hand in hand with existing customers to identify opportunities and implement a plan to grow their current spend month-on-month.  It will enable them to gain the skills to really get to know the customers from a business perspective and not just a personal one.

what will be covered in this module

  • Ways to grow existing accounts.

  • What is do you want from a key supplier?

  • What makes a strong relationship?

  • Building a Business Development Strategy 

o   Understanding the customers business.

o   Collecting information not just orders.

o   What does your customers want from you?

  • The Business Development Meeting.

o   Using a Business Development template.

o   Identifying Needs and Wants.

o   Agreement and Partnership.

o   Asking the right questions. 

  • Consistency and Measure.

o   Building habit through regular contact.

o   Setting joint objectives.

o   Implementing quarterly reviews.

  • Who to target? When? How?

Martyn Jennings