Description:

Develop business at higher levels, coordinate networking, and generate “snow ball effect selling” in a given sector / large account. This session is designed to empower the participants with a unique methodology (RiiM™) and (as an option) the corresponding software (PowerScope®). As a result participants will immediately improve their understanding of the powers at play behind strategic decisions. This will increase performance on day-to-day account management, detecting and winning opportunities. The session is based on a case study, drawn from real business life.

We blend this with the participants own examples, taken from their current accounts.

Over 50% of the session is given to practice, workshops and exercises.

Course Objectives:

After completion of this course, each participant will:

understand the relationship networks that exist within the clients’ organizationssee how to use the relationship networks in their own structure to maximize business performancebe able to identify the best communication channel for any given sales messageknow how to structure a sales message according to the powers at play, even for very senior executivesbe able to manage and develop strategic relations with decision makers, influences and other key stakeholdersbe ready to conduct a political situation appraisal analysisknow how to focus energy on relationships that will pay off

Target Audience:

Experienced Sales People

Sales Managers

Executives

Experienced Consultants

Account Managers

All our trainers have extensive sales and relationship management experience.