| 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 |
