Call Me Back

Page 1

Looking for more information?

Complete your details below and we'll call you back


Business Skills

Course Type

Personal Development

Price Per Delegate

Demand Led +VAT
Public Scheduled Course

Price Per Course

£2,495 +VAT
On-Site at Customer Premises, Max 10 Delegates


2 Days

Full/Part Time

Part Time


SmartStyle Training

Book course

This course is intended for sales professionals who would benefit from applying step by step strategies for generating increased revenue from existing customers. Survival in today’s market place does not depend on price alone. Learn how to differentiate yourself and your products and services, maximising sales opportunities by increasing customer account penetration.


By the end of the course participants will have explored techniques for influencing prospects in order to win and retain business and will have investigated how to:

  • Increase sales volumes and key account business
  • Encourage key decision makers to make their decisions
  • Develop strategies for managing “difficult” and “demanding” client behaviour
  • Engage and compel key customers to buy

Download Outline (PDF)

Module One - The Customer Management Mix
  • What is Account Management?
  • What Makes an Effective Account Manager?
  • Overview of the Account Management Cycle
Module Two - Managing the Customer Relationship
  • Making Positive First Impressions
  • Barriers to Effective Communication
  • Techniques for Building Rapport
  • Effective Questioning Techniques
  • The Information Funnel
  • Active Listening
  • Non-verbal Communication
Module Three - Account Management
  • Understanding the Decision Making Unit
  • Account Plans & Contact Strategies
  • Account Penetration
  • Identifying Opportunities
  • 4 Styles of Customer Behaviour
  • Influencing Customer Behaviour
  • Matching the Solutions to the Needs
  • Maintaining Customer Records
Module Four - Business Development
  • Developing Repeat & Future Business
  • Successful Account Networking
  • Other Referral Methods

Enquire about a course

Fill in your information to apply for this course. The information you provide on this application form may be passed to funding bodies, in line with the Data Protection Act 1998, and may be shared with other training providers and possible employers for the purpose of administration, statistical and research purposes.