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ACCOUNT MANAGEMENT SKILLS
a one-day workshop
This workshop helps the account representative plan client contacts, build client relationships, use adult learning techniques to inform the client, key client meeting skills and client maintenance tips.

WORKSHOP CONTENT

 Unit 1: The Account Executive Role

What’s your role in the sales strategy? 
You have the power! 
The business impact of unhappy clients
Analyze your client service 
Who are your clients? 

Unit 2: How to Build Strong Client Relationships

Establish rapport right from the start
Attitude: your key to success
Tone of voice
Speaking clearly
Assess listening skills
Guides to effective listening
Handling problems successfully
Control the conversation
Paraphrase to gain agreement on outcomes
Barriers to communication
Check your influencing style
Develop trust and credibility

Unit 3: Tactics for Partnership

Search for client needs
Be persuasive and maintain client self esteem
Answering tough questions
Evaluate your success

Unit 4: Taking Action

Key elements of account management skills
Review of greatest challenges
Your personal agenda 

Unit 5: Tool Kit 

Active listening, open and closed questions, paraphrase for better understanding
Give tactful feedback
Trust orientation inventory

EXPECTED OUTCOMES

At the end of the training, the Account Executive will be able to:  

1.  Develop and nurture client relationships.
2. Practice using rapport building techniques.
3. Maintain a relationship by identifying client issues and addressing client problems.
4. Give client feedback and identify appropriate client maintenance and follow-up techniques

Click here to return to in-house workshops: Sales and Service Skills
 

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For a no obligation on-site proposal or inquiries call, write or e-mail:

The Training Clinic

. . . America's Train-the-Trainer leader since 1977
645 Seabreeze Dr., Seal Beach, California 90740

        800-937-4698 ; Fax: 562-430-9603 ; email:  info@thetrainingclinic.com

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