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Skill Details

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Is Apprenticeship

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Skill Overview

The absolutely correct way to handle multi contact, multi sited large organisations, understand them fully and appreciate their every need, wish and want. Taking a complete and full interest and understanding of your major client not only impresses them greatly but helps you stand out from your competitors. and includes:
•         Your Company profile – understanding strengths and weaknesses and how best to use them
•         Customer profile - what are their business conditions, financial position, turnover, profit and key performance indicators?  Outline major avenues of business, products and markets.  Any recent acquisitions or mergers?
•         Opportunity Profile – describe the customer’s objectives for project or business application
•         Compelling event – what is driving / will drive the customer to make a change in their current situation?  What advantages will they gain, and what are the consequences if they don’t make the change?  What time scale do they have in mind and what payback are they expecting?
•         Opportunity Assessment – is there any opportunity?  Can we compete?  Can we win?  Is it worth winning?
•         Decision criteria – list all the issues, identify the influential players and rank issues against players
•         Milestones – identify completed and future steps in the buying process. Evaluate activities and implementation steps
•         Your solution – how will it work and meet their compelling event
•         USPs – how do they fit specifically with this customer?
•         Business Partnerships – who can help you to advance this sales opportunity?
•         Organisation Map – identify your champions and supporters as well as the enemy
•         Competitors – look at their solution's strengths and weaknesses and determine their most likely strategy
•         Relationship strategy – who are the key players and what is their business and personal strategy?
•         Our strengths and weaknesses – analysis on business/organisational/political
•         Goal – desired long term position with the customer
•         Sales objective – describe specific products and services, projected close date and total order amount
•         Competitive strategies – review your strategy
•         Critical Success Factors – what has happened to win this opportunity – identify what the customer, your competitors and you yourself must do
•         Actions required – time bound progress report

Learning Objectives

Knowledge is power so knowing  your Key Accounts completely will grow your sales and gross profit and be able to defend your cost structure without capitulating on price. Each of the elements are discussed with a partner and real time information is recorded against a live and active existing Key Account and a performance plan constructed. Become a part of your clients' organisation because they depend on your knowledge of their processes etc and become a valuable part of their team You will be more organised, effective, relied upon than ever before which will make you stand out from the crowd and maximise your time and efforts to give you a greater ROI. You will never be stuck for good solid objectives and be welcome by all your contacts because you are interesting and interested in them. Also gives fresh ideas and approaches to freshen the sales calls for you as well.

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