It’s harder than ever to secure new business, so knowing how to win large accounts with significant scope for growth is a vital skill for today’s sales teams. The trouble is that really big businesses are often made up of multiple brands, numerous divisions and many hundreds of potential contacts.
Breaking into them can be a confusing and intimidating prospect. Salespeople need a clear and powerful process for overcoming this challenge.
How to run strategic conversations that add real value
Big clients will demand real value from every interaction they have with you. Your conversations will define how they perceive you, and, ultimately how much they invest with you.
In this module, we will explore:
• How to form a ‘trusted advisor’ relationship
• How to identify unknown needs
• Conversation templates for different parts of the client life cycle
Outcome: A strategy for forming and retaining strong client relationships
How to convince big clients of the results they will achieve
For a big company to start working with you they need to be convinced of the results they will see from the relationship. The strongest salespeople put the setting and achievement of specific goals at the front and centre of their approach.
In this module, we will explore:
• Creating processes to dramatically increase client confidence and trust
• How to drive powerful client brainstorms
• How to manage expectations and deal with poor performance
Outcome: A results-based approach for breaking into big companies
