Sales and Account Management
Gain a deeper understanding of your clients, their business, strategy and goals in order to sell value. Master influence skills and close with confidence, in order to achieve the best results for your and your clients' businesses.
You’ve already excelled in sales and now seek to become a trusted, enduring partner within your network. You recognize the shift from a targeted, detached strategy to collaboratively building meaningful relationships with your clients.
You’ve already excelled in sales and now seek to become a trusted, enduring partner within your network. You recognize the shift from a targeted, detached strategy to collaboratively building meaningful relationships with your clients.
- How will you cultivate trust-based relationships with your clients?
- At what point does your expertise allow you to establish a reciprocal partnership?
- Which skills can you develop to negotiate and close deals with greater confidence?
Position yourself as the preferred first point of contact for your clients. Start fostering mutually beneficial, long-term business relationships with your existing customers.
As the commercial landscape evolves from product-centric to value-driven selling, this program will guide you in shifting from highlighting unique selling points to emphasizing unique buying motivations. By integrating the finest behavioral practices and training techniques, this program will help you develop essential competencies and strategies for various stages of the sales funnel.
As the commercial landscape evolves from product-centric to value-driven selling, this program will guide you in shifting from highlighting unique selling points to emphasizing unique buying motivations. By integrating the finest behavioral practices and training techniques, this program will help you develop essential competencies and strategies for various stages of the sales funnel.
- Sales representatives
- Account Managers
FOR WHO
- Enhance your pipeline management by gaining a deeper understanding of customer needs.
- Identify key decision-makers and engage them with impactful communication.
- Turn customer needs into tailored value propositions.
- Lead effective negotiations and successfully close deals.
- Strengthen and expand long-term partnerships.
After completing the training
Day 1
Gain the buyer's perspective
- Learn to read between the lines in order to increase success
- Turn your client into your best salesperson
- Rely on the power of listening and questioning
- Truly understand the other’s needs
- Emerge in practical exercises to improve your skills
Day 2
Build the relationship
- Master influence skills in order to inspire for action
- Trigger curiosity and make a good first impression
- Prepare to impress
- Build long lasting relationships
- Emerge in practical exercises to improve your skills
Day 3
Frame the opportunity and need
- Start with the end in mind and obtain the very best result from your sales meeting
- Define the unique buying reasons: highlighting client benefits
- Give advice with confidence and assertiveness
- Deal effectively with objections and turn them into opportunities
- Emerge in practical exercises to improve your skills
Day 4
Negotiate and close
- Learn how to benefit from competition and enrich your position
- Analyze your current network and stakeholders in order to discover hidden opportunities
- Handle group negotiations
- Close with confidence
- Emerge in practical exercises to improve your skills
Day 5
Become a trusted partner
- Understand complaints and activate satisfaction
- Lead positive conversations towards constructive solutions
- Become an essential service provider
- Expand your existing network to create new opportunities for growth
- Take stock: give final feedback and training conclusions
Connect with us
+971 50 725 4424
jonathan@lighthousedwc.com
jonathan@lighthousedwc.com
Dubai, United Arab Emirates
