• Help delegates understand how to identify and engage with the decision makers within organisations to progress and win sales opportunities
• Help delegates recognise and communicate selling propositions based on the value their product or services brings to a specific customer.
• Help delegates understand how to conduct successful deal negotiations

• Define and apply a method to identify decision makers and influencers within an organisation that are involved in the buying of their product or services.
• Identify and communicate the true value their products of services bring to a customer to maximise the chances of winning profitable business.
• Apply a negotiating method that is most likely to deliver ‘win-win’ profitable deals more often.
• Define best practice approach to writing customer-centric proposals and bid responses that result in sales contracts

• Individuals with some experience of selling. Sales people new to account selling.
• Individuals who require accelerating their success and gaining deeper understanding of professional selling.
• Sales teams with a need to establish a common understanding of account selling techniques and methods.

This seminar offers the core skills necessary for successful account based sales people.  The seminar provides a sales library of techniques to assist delegates understand the processes involved in account selling.  The seminar consists of a mix of theory and practice designed to help participants grow in confidence and application of newly learned skills.