/  Major Accounts Selling - Negotiating and Winning RFPs Training

Major Accounts Selling - Negotiating and Winning RFPs Training

BMC Training provides a training course in Major Accounts Selling - Negotiating and Winning RFPs in PR , Customer Services , Sales and Marketing

Course Title
Venue
Start Date
End Date
  • London
    9 - 8 - 2020
    13 - 8 - 2020
  • Madrid
    9 - 8 - 2020
    13 - 8 - 2020
  • Munich
    9 - 8 - 2020
    13 - 8 - 2020
  • Berlin
    9 - 8 - 2020
    13 - 8 - 2020
  • New York
    9 - 8 - 2020
    13 - 8 - 2020
  • Istanbul
    16 - 8 - 2020
    20 - 8 - 2020
  • Bali
    16 - 8 - 2020
    20 - 8 - 2020
  • Singapore
    16 - 8 - 2020
    20 - 8 - 2020
  • Washington
    16 - 8 - 2020
    20 - 8 - 2020
  • Dubai
    23 - 8 - 2020
    27 - 8 - 2020
  • Paris
    23 - 8 - 2020
    27 - 8 - 2020
  • Hong Kong
    23 - 8 - 2020
    27 - 8 - 2020
  • Kuala Lumpur
    27 - 9 - 2020
    1 - 10 - 2020
  • Rome
    27 - 9 - 2020
    1 - 10 - 2020
  • Barcelona
    27 - 9 - 2020
    1 - 10 - 2020
  • Zurich
    27 - 9 - 2020
    1 - 10 - 2020
  • Kuala Lumpur
    6 - 9 - 2020
    10 - 9 - 2020
  • Rome
    6 - 9 - 2020
    10 - 9 - 2020
  • Barcelona
    6 - 9 - 2020
    10 - 9 - 2020
  • Zurich
    6 - 9 - 2020
    10 - 9 - 2020
  • London
    13 - 9 - 2020
    17 - 9 - 2020
  • Madrid
    13 - 9 - 2020
    17 - 9 - 2020
  • Munich
    13 - 9 - 2020
    17 - 9 - 2020
  • Berlin
    13 - 9 - 2020
    17 - 9 - 2020
  • New York
    13 - 9 - 2020
    17 - 9 - 2020
  • Dubai
    20 - 9 - 2020
    24 - 9 - 2020
  • Paris
    20 - 9 - 2020
    24 - 9 - 2020
  • Hong Kong
    20 - 9 - 2020
    24 - 9 - 2020
  • London
    6 - 9 - 2020
    10 - 9 - 2020
  • Madrid
    6 - 9 - 2020
    10 - 9 - 2020
  • Munich
    6 - 9 - 2020
    10 - 9 - 2020
  • Berlin
    6 - 9 - 2020
    10 - 9 - 2020
  • New York
    6 - 9 - 2020
    10 - 9 - 2020
  • Kuala Lumpur
    18 - 10 - 2020
    22 - 10 - 2020
  • Rome
    18 - 10 - 2020
    22 - 10 - 2020
  • Barcelona
    18 - 10 - 2020
    22 - 10 - 2020
  • Zurich
    18 - 10 - 2020
    22 - 10 - 2020
  • London
    25 - 10 - 2020
    29 - 10 - 2020
  • Madrid
    25 - 10 - 2020
    29 - 10 - 2020
  • Munich
    25 - 10 - 2020
    29 - 10 - 2020
  • Berlin
    25 - 10 - 2020
    29 - 10 - 2020
  • New York
    25 - 10 - 2020
    29 - 10 - 2020
  • Istanbul
    4 - 10 - 2020
    8 - 10 - 2020
  • Bali
    4 - 10 - 2020
    8 - 10 - 2020
  • Singapore
    4 - 10 - 2020
    8 - 10 - 2020
  • Washington
    4 - 10 - 2020
    8 - 10 - 2020
  • Dubai
    11 - 10 - 2020
    15 - 10 - 2020
  • Paris
    11 - 10 - 2020
    15 - 10 - 2020
  • Hong Kong
    11 - 10 - 2020
    15 - 10 - 2020
  • Kuala Lumpur
    15 - 11 - 2020
    19 - 11 - 2020
  • Rome
    15 - 11 - 2020
    19 - 11 - 2020
  • Barcelona
    15 - 11 - 2020
    19 - 11 - 2020
  • Zurich
    15 - 11 - 2020
    19 - 11 - 2020
  • Kuala Lumpur
    22 - 11 - 2020
    26 - 11 - 2020
  • Rome
    22 - 11 - 2020
    26 - 11 - 2020
  • Barcelona
    22 - 11 - 2020
    26 - 11 - 2020
  • Zurich
    22 - 11 - 2020
    26 - 11 - 2020
  • London
    1 - 11 - 2020
    5 - 11 - 2020
  • Madrid
    1 - 11 - 2020
    5 - 11 - 2020
  • Munich
    1 - 11 - 2020
    5 - 11 - 2020
  • Berlin
    1 - 11 - 2020
    5 - 11 - 2020
  • New York
    1 - 11 - 2020
    5 - 11 - 2020
  • Dubai
    8 - 11 - 2020
    12 - 11 - 2020
  • Paris
    8 - 11 - 2020
    12 - 11 - 2020
  • Hong Kong
    8 - 11 - 2020
    12 - 11 - 2020
  • London
    22 - 11 - 2020
    26 - 11 - 2020
  • Madrid
    22 - 11 - 2020
    26 - 11 - 2020
  • Munich
    22 - 11 - 2020
    26 - 11 - 2020
  • Berlin
    22 - 11 - 2020
    26 - 11 - 2020
  • New York
    22 - 11 - 2020
    26 - 11 - 2020
  • Kuala Lumpur
    20 - 12 - 2020
    24 - 12 - 2020
  • Rome
    20 - 12 - 2020
    24 - 12 - 2020
  • Barcelona
    20 - 12 - 2020
    24 - 12 - 2020
  • Zurich
    20 - 12 - 2020
    24 - 12 - 2020
  • London
    27 - 12 - 2020
    31 - 12 - 2020
  • Madrid
    27 - 12 - 2020
    31 - 12 - 2020
  • Munich
    27 - 12 - 2020
    31 - 12 - 2020
  • Berlin
    27 - 12 - 2020
    31 - 12 - 2020
  • New York
    27 - 12 - 2020
    31 - 12 - 2020
  • Istanbul
    13 - 12 - 2020
    17 - 12 - 2020
  • Bali
    13 - 12 - 2020
    17 - 12 - 2020
  • Singapore
    13 - 12 - 2020
    17 - 12 - 2020
  • Washington
    13 - 12 - 2020
    17 - 12 - 2020
  • Dubai
    6 - 12 - 2020
    10 - 12 - 2020
  • Paris
    6 - 12 - 2020
    10 - 12 - 2020
  • Hong Kong
    6 - 12 - 2020
    10 - 12 - 2020

Introduction

This program is designed for:

Sales professionals, including account managers, sales contract negotiators, sales representatives and sales executives as well as sales managers and directors of sales and marketing who are seeking best practice techniques used in major account selling today.

Objectives

  • Identify key prospects and persuade them to take action more promptly.
  • Enhance sales process to improve sales performance from current customers and prospects.
  • Improve the Return On Investment (ROI) of sales resources such as time, people and effort.
  • Discover through sales negotiation training how to maintain control of sales negotiations to improve sales closing.
  • Use creative advantages to counter competitive offers and justify pricing.
  • Use a rigorous, objective process to evaluate the success potential of RFPs and use it to win more business opportunities.

Content

The Major Account Defined

  • The Proper Classification of Major Accounts
  • The Role of Major Account Salesman and/or Manager
  • Account Entry Strategy and Management of Major Account

Discovering and Qualifying Prospects

  • Criteria for Qualifying Prospects
  • Differentiation, Vulnerability and Competitive Strategy

Strength of Offer and Ideal Customer Profile

  • Sell the Strengths of Your Offerings
  • Define Your Ideal Customer, and Find Prospects that Match the Profile
  • Define the Ideal Project, and Invest Resources to Secure It
  • How to Make Your Customers Need You

The Effective Sales Process

  • Managing the Sales Process More Effectively
  • Improving the Sales Process with Performance Measures and Scores
  • Influencing the Customer’s Choice

Managing the Sales Funnel

  • Effective Sales Time Management
  • Result Oriented Sales Activities
  • Managing Internal and External Relationships

Managing Accounts Performance

  • Setting Sales Goals for Major Accounts
  • Strategic Sales Plans for Major Accounts

Strategic Selling

  • Challenges Associated with Selling
  • Sales Strategy and Tactics
  • Return On Investment of Sales Time, Effort and Money
  • The Four Elements of a Selling Strategy
  • How Customers Make Decisions

Strategic Sales Negotiation

  • Common Tactics and Countermeasures Used in Sales Negotiation
  • The Importance of Selling First, Negotiating Last
  • Elements of an Offer
  • How to Create Value which Offsets the Need to Make Concessions
  • Critical Mistakes to Avoid in Sales Negotiations
  • Importance of Following through after the Negotiation is Completed
  • Power and Position in Sales Negotiations
  • Key Elements which Lead to Success in Sales Negotiations
  • How to Offer Concessions in Sales Negotiation

Winning RFPs and Overcoming Panic Attacks

  • Calculating the ROI of an RFP Response
  • Understanding the Cause of Failures of Offers and/or RFPs
  • Analyzing RFPs to Match Customer Needs
  • Best Practices for Winning RFPs

Committing to Action

  • Major Account Sales Strategy
  • Action Plan for Maximum Learning
  • Habit Forming and Mastery of Skills

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