Many who are in sales or account manager roles are from
technical backgrounds where the interpersonal skills
needed present difficulty for them; they often do not
appear naturally. The knowledge, skills and behaviour
required to be successful and thoroughly professional
in handling clients in business winning situations were
of critical importance to this business.
Elements covered:
Understanding what drives the client & the importance of shaping and influencing
client needs, expectations and perceptions
How changes in the clients’ environment, or in their requirements impacts
on you
The actions and behaviour that undermine professionalism
Using properly structured meetings; an opportunity window and a process to use
Active questioning and listening skills
Matching their need with what the solution will provide
Manage expectations and perceptions, justifying the proposition
Deal with contentious situations, demonstrating creative thinking and using the
situation to strengthen the relationship