Sales Enablement, Key Accounts & Negotiation Skills

When Sales Intelligence meets Emotional Intelligence

✔︎ In Person ✔︎ Online

Forget the “Hard Sell!” Learn the latest in ‘Strategic’ & Consultative Selling techniques. Want to build repeat business from existing customers? Learn the 10 Steps of Key Account Development. Learn how to develop your Negotiation & Influencing Skills.

Skills you’ll gain:

✔︎ Communication ✔︎ Customer Relations ✔︎ Negotiation

Key Content

Course Outline

Key Content

Course Outline

The cost will be £975 + VAT for 1 day of training, for up to 12 delegates – including all preparations, trainer’s expenses, and materials.
Or £1,940 +Vat for a 2 Day course which entails Key Account / Product Mapping + £45 per E.I. Profile if required.

Emotionally Intelligent Sales

Take your Business Development Skills to another level:

If you were given a choice of which chair to sit in when at the negotiating table…would you know which chair to choose to give you the advantage?

Would you be able to predict how the negotiations were going to go based on your initial hand shake with your customer?

Do you know which Negotiating Style to Choose for optimum effect?

Do you apply psychological tips and tricks to give your negotiations ‘the edge’?

If your answer to any of the above is “No”… contact us today to book your Workshop module. Either Groups (at your location) or 1-to-1 (online).

“People will buy from people they like.” Peter Drucker

Forget the “Hard Sell!” Learn the latest in ‘Strategic’ & Consultative Selling techniques Want to build repeat business from existing customers? Learn the 10 Steps of Key Account Development Learn how to develop your Negotiation & Influencing Skills – using Psychological Tips and Tricks to give you the advantage.

There are 3 topics covered in this programme:

Sales Enablement – Consultative Selling Techniques
Key Account Penetration and Development
Negotiating and Influencing Skills

All 3 areas are vital to creating a healthy and profitable business portfolio through professional Business Development Tactics and Strategies.

They say that “sales” is the oldest profession in the world since it was Eve who “sold” the apple to Adam – and ever since, life has revolved around the commercial transaction of exchanging goods or services for money.

This one day workshop was designed and created by a Fellow of the Institute of Sales and Marketing and it not only looks at the traditional selling techniques of:

the traditional selling skills techniques of building rapport, closing techniques, consultative selling, handling objections, key account development, ‘making marketing work’ and Customer Service Excellence , it also includes the psychological aspects of developing emotional intelligence to our Relationships and People Skills.

As Peter Drucker once said “people will buy from people they like” and the addition of E.I. skills development enables sales people to; build rapport, strong business relationships and strategic customer relationships (rather than transactional relationships) which lead to stronger customer and brand loyalty with your Clients.

Over the years, the Sales Process has evolved and various styles of selling have come and gone like a fashion. Most peoples’ concept is that to be a salesperson you have to be cunning, devious, extravert, have the “gift of the gab” and maybe… even slightly less than honest . Sadly, there are still companies who actively recruit sales people with the above characteristics, whereas, the most successful and proven way of sales professionalism is a long way from the traditional “Hard Sell” approach.

This one day workshop was designed and created by a Fellow of the Institute of Sales and Marketing and it not only looks at the traditional selling techniques of: the traditional selling skills techniques of building rapport, closing techniques, consultative selling, handling objections, key account development, ‘making marketing work’ and Customer Service Excellence , it also includes the psychological aspects of developing emotional intelligence to our Relationships and People Skills.

Dispelling the myth of the HARD Sell –

The Consultative Selling Approach to Sales. Applying Emotional Intelligence and psychology to our Key Account Development to increase Customer and Brand Loyalty.

Selling at an executive level doesn’t stop when the contract is signed. To develop the business and prevent attack from the competition, Major Accounts need nurturing. This Workshop illustrates how knowledge of various corporate cultures will give you a customer compatible approach that safeguards and maximises your account revenue.

Knowing when to use the 3 skills of Persuading, Influencing and Negotiating is critical.

The 10 Steps to Key Account Development

The workshop explores:

Value Propositions
Presentation Skills
Strategic Partnerships
Key Account Development
Key Account Mapping
Multi-level Selling
Customer loyalty
Choosing profitable, growth accounts to develop
Understanding Buyers’ Sourcing Strategies
Developing an account through 4 Stages from : Transactional, Functional, Affiliative to Strategic
Identifying Cross-Selling opportunities using the Ansoff Matrix
Choosing the correct Pricing Strategy to match the stage of Account development
Product Portfolio Analysis Tools
The role of Executive Selling in Key Accounts
Emphasising your USP’s and Value Proposition
“Don’t Sell the Sausage – Sell the Sizzle!” – Feature, Advantage & Benefit
Applying psychological tricks to establish the ‘higher-ground advantage’
Understanding the Personality Style of the Buyer
Seeing your Company through the ‘Eyes of your Customers””’