Client Acquisition Strategies

Program Focus

  • Understanding the key acquisition strategies
  • Building acquisition strategies
  • Using Key Account Reviews to Increase acquisitions

Program Competencies

  • Understanding the key acquisition strategies
  • Generate client leads
  • Using Key Account Reviews to Increase acquisitions

Optimizing Sales Effectiveness

Program Focus

  • Building sales effectiveness techniques
  • Using Key Account Reviews to Increase Trust and Commitment
  • Understanding Buyer Motivation

Program Competencies

  • Increase sales effectiveness
  • Increase market share
  • Convert prospects to clients
  • Identify high-potential prospects

Consultative Selling Skills

Program Focus

  • Principles of Consultative Selling
  • Using Fundamental Selling Skills
  • Exploring Needs
  • Presenting Solutions
  • Closing the Meeting

Program Competencies

  • Consultative selling
  • Solution selling
  • Interpersonal selling skills
  • Client-focused selling

Making Sales Happen

Program Focus

  • Building Internal Relationships to Serve clients
  • Using Key Account Reviews to Increase Trust and Commitment
  • Understanding Buyer Motivation

Program Competencies

  • Increase client acquisition
  • Generate leads
  • Convert prospects to clients
  • Value added selling
  • Identify high-potential prospects

Mastering Sales Negotiations

Program Focus

  • Understanding how to Negotiate in straight-forward sales situations
  • Supporting implementation and highlighting success
  • Handling service challenges

Program Competencies

  • Mastering negotiations
  • Negotiating skills
  • Handling service challenges
  • Negotiating in complex situations

Strategic Account Management

Program Focus

  • Building Internal Relationships to Serve clients
  • Using Key Account Reviews to Increase Trust and Commitment
  • Understanding Buyer Motivation

Program Competencies

  • Strategic account management
  • Developing effective account management
  • Relationship management

Client Relationship Management

Program Focus

  • Building Relationships to Serve clients
  • Using Key Account Reviews to Increase Trust and Commitment
  • Understanding Buyer Motivation

Program Competencies

  • Developing effective client relationships
  • Increase client loyalty
  • Relationship management

Client Retention Strategies

Program Focus

  • Establishing retention Objectives
  • Developing retention strategies
  • Penetrating accounts

Program Competencies

  • Establishing retention Objectives
  • Developing retention strategies
  • Increase client retention
  • Penetrating accounts

Enhancing Client Partnership

Program Focus

  • Maintaining contact with the client

Program Competencies

  • Developing account strategies
  • Strategic account management
  • Relationship management