- Selecting High Probability Accounts
- How to Get Past the Gatekeeper
- Identifying Customers' Critical Success Issues
- Setting Appointments with Key Decision-Makers
- Effective Questioning Strategies
- Justifying a Solution Financially
- Moving to Higher Levels without Antagonizing Lower Level Relationships
- Proposal Writing Skills
- Strategic Account Planning
- How to Obtain Go-Forward Commitments
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- Identifying Members of the Complex Buying Team
- Identifying Political Power and Influence within a Major Account
- How to Influence Buying Criteria· Assessing your Strengths and Weaknesses vs. Competition
- Advanced Competitive Sales Strategies
- Formulating a Winning Sales Presentation
- How to Develop Sponsors in an Account
- Identifying and Neutralizing the Anti-Sponsor
- Win-Win Negotiating Techniques
- Measuring Customer Satisfaction in Key Accounts
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