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Selling Skills and Key Account Management

Course description

Improve your team's selling skills and key account management - in-house or on-line training course

When at the executive level, the sales process does not end when the contract is signed. Rather, high-level selling is an ongoing process of nurturing and collaboration with the client. This in-house training course works with participants to help them understand how their corporate culture affects their customer compatible approach and provide tips for effective key account management.

This course is taught in a highly interactive format and covers essential principles of the key account management and processes for selling at a high level. Specifically, the course will explore specific techniques and safeguards that can help maximise account revenue.

This a very practical and interactive course has been designed to enhance your ability to negotiate effectively and influence others to achieve results by utilising the powers of Emotional Intelligence and by unleashing strategies and tactics which will give you the Psychological Advantage in any Negotiation. As used by Unite the Union, Unison the Public Service Union and the TUC for disputes and mediation techniques as well as companies such as Vodafone, McAfee, IBM, Siemens, B&Q for Sales Contracts and Purchasing Negotiations.

Here’s a test… if you were given a choice as to which seat you would sit in to conduct a boardroom negotiation – which seat would you choose to give you the psychological advantage over your negotiator?

Get one step ahead of your negotiator by applying these techniques and achieve Mastery at the Negotiation table.

We also offer a CPD accredited, 90 minute, on-line, 1-to-1 coaching workshop of this course from £35 per session on Zoom or Teams.

Utilising state of the art software using Smart phone interactions in our online workshops we can guarantee complete delegate participation and motivation.

Suitability - Who should attend?

This training workshop is ideal for teams and organisations looking to improve their selling skills, key account management and the overall performance of their sales team members.

Outcome / Qualification etc.

This is a CPD accredited workshop

Training Course Content

This training programme is delivered according to the requirements and needs of each organisation. It will cover the following key subject areas:

  • Nurturing key accounts
  • How various corporate affect account management approaches
  • Customer compatible approaches as safeguards
  • Value Prepositions
  • Presentation Skills
  • Strategic Partnerships
  • Key Account Development
  • Multi-level Selling
  • Customer Loyalty.

Objectives

To develop a range of practical negotiation and influencing skills to improve own and team performance

Course content

  • Analysing people, problems and opportunities
  • When and why we can negotiate
  • Analyse own communication style
  • Analyse own Conflict Style: Thomas & Kilmann
  • Working with the 5 styles of negotiators
  • Key influencers skills, qualities and identify circles of influence

Key stages of negotiating and influencing

  • Setting objectives
  • Identify blockers and enablers
  • Responding to resistance, objections and attacks
  • Types of negotiation
  • Using negotiation behaviour chains
  • Developing a plan of action

Communication

  • First impressions, attitude, the impact of body language and non-verbal communication
  • Tuning in to Emotional Intelligence Frequencies
  • Applying tactics to give you the psychological advantage
  • Awareness of personal communication style
  • NLP Communication and Negotiating Techniques / Myers Briggs / DeBono
  • Transactional Analysis
  • Empathic Listening Concepts
  • The communication dynamic
  • Behaviour Management

Negotiation tools

  • The negotiation process
  • Terms of reference
  • Negotiation Styles
  • The 4 Stages of Negotiation
  • The Language of Communication
  • Facts v assumptions Positional Bargaining versus Principled Negotiation
  • Presenting a clear message
  • Dealing with deadlock techniques
  • Appreciative Inquiry Techniques – Negotiation Excellence

Course delivery details

This workshop is available as a one or two day course and can be delivered online via 3 x 90-minute modules which can be delivered either on a 1-to-1 coaching / mentoring format or to a group of up to 12 delegates. 

This course can also be delivered in a classroom, 'face to face' format.

Why choose Mobile Team Challenge

MTC have been commissioned by 38 NHS Foundation Trusts in the last 5 years - with 4,000+ NHS Personnel attending our workshops

MTC is the preferred provider for 52 RAF / ARMY/ NAVY and TRI-SERVICE locations across the UK 

MTC's Experiential Learning Kits and Concepts deliver Behaviour-Changing Games creating Game-Changing Behaviour

Expenses

The cost of this in-house training workshop will vary depending on the number of participants and various other variables. The likely cost of this workshop for a group of 15 participants is £895.00 + VAT

We can also offer this as an on-line modular workshop with additional extra-curricular blended learning activities and is priced at £125.00 + VAT per person for 3 x 90-minute modules.

Utilising state of the art software using Smart phone interactions in our online workshops we can guarantee complete delegate participation and motivation.

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About provider

Why Mobile Team Challenge?

The MTC approach is a global phenomenon. It is helping thousands of organisations in fourteen countries, on five continents around the world, become more positive, more capable and more effective!World Class experiential kits, concepts, inspirational CPD Accredited, 'face-to-face' and Online...


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Mobile Team Challenge

Challenge House
PO Box 4191
RG42 9NA Bracknell

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www.mtceurope.co.uk

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