/  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
    14 - 10 - 2018
    18 - 10 - 2018
  • Dubai
    28 - 10 - 2018
    1 - 11 - 2018
  • Paris
    14 - 10 - 2018
    18 - 10 - 2018
  • Kuala Lumpur
    25 - 11 - 2018
    29 - 11 - 2018
  • Istanbul
    4 - 11 - 2018
    8 - 11 - 2018
  • Muscat
    25 - 11 - 2018
    29 - 11 - 2018
  • Istanbul
    11 - 11 - 2018
    15 - 11 - 2018
  • London
    9 - 12 - 2018
    13 - 12 - 2018
  • Dubai
    16 - 12 - 2018
    20 - 12 - 2018
  • Paris
    9 - 12 - 2018
    13 - 12 - 2018
  • Kuala Lumpur
    20 - 1 - 2019
    24 - 1 - 2019
  • Istanbul
    13 - 1 - 2019
    17 - 1 - 2019
  • Muscat
    20 - 1 - 2019
    24 - 1 - 2019
  • London
    3 - 2 - 2019
    7 - 2 - 2019
  • Dubai
    24 - 2 - 2019
    28 - 2 - 2019
  • Paris
    3 - 2 - 2019
    7 - 2 - 2019
  • Kuala Lumpur
    17 - 3 - 2019
    21 - 3 - 2019
  • Istanbul
    3 - 3 - 2019
    7 - 3 - 2019
  • Muscat
    17 - 3 - 2019
    21 - 3 - 2019
  • London
    21 - 4 - 2019
    25 - 4 - 2019
  • Dubai
    21 - 4 - 2019
    25 - 4 - 2019
  • Paris
    21 - 4 - 2019
    25 - 4 - 2019
  • Kuala Lumpur
    5 - 5 - 2019
    9 - 5 - 2019
  • Istanbul
    26 - 5 - 2019
    30 - 5 - 2019
  • Muscat
    5 - 5 - 2019
    9 - 5 - 2019
  • London
    2 - 6 - 2019
    6 - 6 - 2019
  • Dubai
    9 - 6 - 2019
    13 - 6 - 2019
  • Paris
    2 - 6 - 2019
    6 - 6 - 2019
  • Kuala Lumpur
    28 - 7 - 2019
    1 - 8 - 2019
  • Istanbul
    21 - 7 - 2019
    25 - 7 - 2019
  • Muscat
    28 - 7 - 2019
    1 - 8 - 2019
  • London
    25 - 8 - 2019
    29 - 8 - 2019
  • Dubai
    4 - 8 - 2019
    8 - 8 - 2019
  • Paris
    25 - 8 - 2019
    29 - 8 - 2019
  • Kuala Lumpur
    8 - 9 - 2019
    12 - 9 - 2019
  • Istanbul
    8 - 9 - 2019
    12 - 9 - 2019
  • Muscat
    8 - 9 - 2019
    12 - 9 - 2019

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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