Account Management

Whilst every business wants to attract new customers achieving sales from existing customers is often the low hanging fruit. The lifetime value of customers can be considerable and having an effective approach for selling more to the same customer again and again is a great way to generate sales. This workshop will help you learn how to build long term, productive, working relationships with customers so that they buy from you again and again.

What you will learn:

• The key benefits of taking an account management approach
• Why gaining sales from a customer again and again is valuable to you and your company – the lifetime value calculation
• Using a range of communication tools and why regular communication is key
• Building relationships with your customers rather than selling to them
• Helping your customers so they want to buy from you
• What to do when your company lets a customer down

About this workshop

• This workshop will involve you in a mixture of interactive exercises and discussion. There will be opportunities to practice your new skills through role playing exercises in a supportive atmosphere
• Our trainers are experts in their topic and deliver courses in a practical, interactive style
• The maximum number of people on a training course is 12 so that the trainer can accommodate the learning needs of each delegate

Is this the right course for me?
Yes, if you want to build long term relationships with your customers so they buy from you again and again

Facilitator - Your Trainer

Laura has worked with many businesses and sales teams helping them develop their sales skills and improve results. She delivers training in a practical, interactive style and encourages participants to consider how they can use best practice tools and techniques back at their workplace. Her approach to successful selling is firmly based on putting the customer first and ensuring that selling is an integral part of the service provided to customers. Laura has a background in sales, branding, marketing and managing key accounts. She has gained great experience through her various roles within global organisation such as Diageo, Rolls Royce and Bacardi Brown Foreman Brands as well as providing training support to many small and medium sized businesses.

Level
Introductory to Intermediate

Duration
3 hours

Support available
If your business is located in the West of Scotland you may be eligible for a grant of up to 50% of the cost of participating in these courses. There are a number of places available which are reserved for businesses with less than 250 employees and companies must meet certain eligibility criteria.

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