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So much of our daily life is about selling, whether it’s our company, our products or ourselves. Effective sales strategies and techniques not only deliver for your company’s bottom line, but also grow market presence and customer relationships.
Whatever your experience level, we can all improve.
This interactive, two day course will provide delegates with a sound understanding of the key principles of selling and account management. It will also provide delegates with the tools, techniques and confidence to improve their influence and profitability.
The course uses a wide range of learning techniques including case studies and role play exercises designed to reinforce key messages and lessons. It is shaped to suit both those new to sales and account management as well as those with more experience looking for a more formal skills toolkit.
Day 1: Effective Selling & Influencing
Day 2: Account Management Fundamentals
Course dates coming soon...
Please register interest below and we will keep you updated
Overview
After completing Day 1 delegates will be able to:
- Understand the principals of selling and what makes a successful sales call
- Recognise the different steps of a sales call and how to structure an effective sales call
- Confidently carry out an initial sales call and have examples to use back at work
- Use the tools provided to assist them with the application of a sales call, post call review and managing their diaries and appointments
After completing Day 2 delegates will be able to:
- Understand the principals of account management
- Apply our course tools, to your own accounts when you return to work
- Use account strategies in your own business environment
- Enhance business returns through more efficient account management
Course Leader:
David Murray BA (Econ), ACA
David is the former Head of Sports Rights at the BBC, where he was responsible for negotiating all the BBC’s deals with sporting bodies across its TV, radio and online output. Deals were complex, and included the Olympics, World Cup, Formula 1, Wimbledon, Six Nations Rugby Union and the English Cricket Board amongst many others. He was also a vice president of the European Broadcast Unions’ Sports Committee, which bought rights for 73 members across 56 countries. David now runs his own advisory business whose clients include major broadcasters, media production companies and sports federations. He continues to negotiate deals for his clients on a day to day basis. David teaches The University of Salford’s negotiation courses and is a co-founder of the training and development company, The Better People Organisation.
Agenda
Day One
| Time | Session |
|---|---|
9:00 | Registration and refreshments |
9:30 | Course commences |
10:00 | Influencing techniques |
11:00 | Refreshment break |
11:30 | Features and benefits |
13:00 | Lunch |
14:00 | Active listening |
15:30 | Refreshment break |
16:00 | Closing techniques |
17:00 | Close for the day |
Day Two
| Time | Session |
|---|---|
09:00 | Registration and refreshments |
09:30 | Course commences |
09:45 | What is account management?
|
10:00 | Environmental and Market place assessment
|
11:00 | Refreshment break |
11:30 | Developing your account plan
|
12:30 | Lunch |
13:30 | Account planning
|
14:30 | Shaping the plan
|
14:45 | Refreshment break |
15:15 | Finalising the account plan |
16:00 | Review |
16:30 | Conclusion and close |
All Dates & Locations
| Date | Venue | Price from: | Status | Spaces | Book Now | Enquire |
|---|
Overview
After completing Day 1 delegates will be able to:
- Understand the principals of selling and what makes a successful sales call
- Recognise the different steps of a sales call and how to structure an effective sales call
- Confidently carry out an initial sales call and have examples to use back at work
- Use the tools provided to assist them with the application of a sales call, post call review and managing their diaries and appointments
After completing Day 2 delegates will be able to:
- Understand the principals of account management
- Apply our course tools, to your own accounts when you return to work
- Use account strategies in your own business environment
- Enhance business returns through more efficient account management
Course Leader:
David Murray BA (Econ), ACA
David is the former Head of Sports Rights at the BBC, where he was responsible for negotiating all the BBC’s deals with sporting bodies across its TV, radio and online output. Deals were complex, and included the Olympics, World Cup, Formula 1, Wimbledon, Six Nations Rugby Union and the English Cricket Board amongst many others. He was also a vice president of the European Broadcast Unions’ Sports Committee, which bought rights for 73 members across 56 countries. David now runs his own advisory business whose clients include major broadcasters, media production companies and sports federations. He continues to negotiate deals for his clients on a day to day basis. David teaches The University of Salford’s negotiation courses and is a co-founder of the training and development company, The Better People Organisation.
Agenda
Day One
| Time | Session |
|---|---|
9:00 | Registration and refreshments |
9:30 | Course commences |
10:00 | Influencing techniques |
11:00 | Refreshment break |
11:30 | Features and benefits |
13:00 | Lunch |
14:00 | Active listening |
15:30 | Refreshment break |
16:00 | Closing techniques |
17:00 | Close for the day |
Day Two
| Time | Session |
|---|---|
09:00 | Registration and refreshments |
09:30 | Course commences |
09:45 | What is account management?
|
10:00 | Environmental and Market place assessment
|
11:00 | Refreshment break |
11:30 | Developing your account plan
|
12:30 | Lunch |
13:30 | Account planning
|
14:30 | Shaping the plan
|
14:45 | Refreshment break |
15:15 | Finalising the account plan |
16:00 | Review |
16:30 | Conclusion and close |
All dates & locations
| Date | Venue | Price from: | Status | Spaces | Book Now | Enquire |
|---|