Open a relationship, close a sale

We’ve all heard that “customers buy from people they like.” Building a great personal relationship is a key factor in long-term sales success. This program shows how to solidify the business relationship...

Even in the complex Key Account environment, there are often those random and brief opportunities to get your overall sales message out to someone who can influence the sale. To do that effectively, you...

A standard factor in Key Account selling is that there is heavy competition for the business. This program explains how to talk about competition, how to respond to competitive claims, and how to properly...

This sales skills development series has focused on all the things you need to do well to succeed in Key Account Selling. This program takes the opposite approach, and highlights the common mistakes (Gotchas!)...

Your personal skills development does not end with the completion of this training series. It’s just the beginning. The goal in Key Account Selling is “continuous improvement.” (You can be sure your competition...

Successful key account selling is often a team effort. This program explains the nine traits of great sales forces, and helps you identify where to strengthen your sales organization.

This program is brought to you by the letters Z and T, i.e., it the overall strategies to increase key account sales. You will understand the “Sales Growth Z” model for prioritizing and driving sales,...

What makes a key account sale different from a typical sale? This program introduces the key account selling environment, and also identifies other online campus programs outside this series that are closely...

Transactional selling is about buyers. Key account selling focuses on creating clients, i.e., building a long-term relationship that delivers benefits for you and your customers over time. You must understand...

Prospects aren’t sitting there thinking, “I hope more salespeople call on me today!” In order to be a welcome addition to your prospect’s day, you must add value beyond simply pushing your product or service.

There have been decades of research into what buyers in key accounts actually want from salespeople. Surveys show that there is often a major disconnect between the traditional “power persuader” sales...

In business, nothing happens until the sale is closed. Sometimes closing is hard, and we risk getting a "no". Watch this course for tips and tricks on how to close the sale.

Customer satisfaction never stays the same. Because you're only as good as your last interaction with a customer, you're either improving it or lowering it. So every conversation with a customer is a "moment...

These customers of ours can be mystifying. What do they want? This ej4 class attempts to remove the mystery and make one simple point: To keep customers satisfied, meet their UnMet Needs. But how? Watch and learn.

We need to figure out what our customers really need. Without a need, don't proceed!

What makes a customer "tough"? What type of personality does a tough customer have? Watch this course for the answers to these questions and more!

A crucial question in key account selling is, “How do I manage my selling time?” You must identify, categorize, and prioritize key accounts in order to make the best use of the limited time you have available.

How receptive is a key account to your proposal? It may all depend on that prospects business condition. Are they in boom mode? Bust mode? Somewhere in between? And how does that affect potential sales...

A key account is not a person in itself, it is a group of individuals all involved in a purchase. So whom do you call on? What are their roles in the purchase? How important are they? Where does their...

A critical task in analyzing individual buyers (see “Selling to Key Account Buyers”) is to uncover their motivators—their personal and organization “wins.” This program, completing the key account sales...

This is one of the most important programs in the entire series! A product/service feature, in and of itself, provides no inherent advantage to you in a sale unless a prospect thinks the feature is important.

It has been said that “if you fail to plan, you plan to fail.” This program introduces the Key Account Sales Worksheet, which is designed to help you capture all the information you need to drive your...

Typically, key account selling focuses on finding unmet needs and then showing why your product or service is the best solution for meeting them. But in some cases, prospects aren’t that far along in their...

The Key Account sales cycle is often long and complex, with many intermediate steps between identifying a prospect and developing a long-term relationship. This very important program introduces the concept...

Successful key account sales means executing a series of successful sales calls over time on multiple buyer roles. This program introduces the Sales Call Worksheet, which is designed to help you identify...

The only way to keep a Key Account sale moving forward is to have a specific goal for each sales call. This program discusses the three kinds of goals, and why only one of them is the kind of goal you...

There needs to be “continuous improvement” in every process … even with experienced Key Account salespeople. This program explains a quick de-brief you (or you and your manager) need to conduct after every...

There a few short questions you can ask yourself (or your manager can ask) that will help you make sure you are on target for an upcoming sales call. This program explains a quick pre-brief process you...

A theme throughout this entire series is, “Without a need, don’t proceed.” The only way to identify unmet needs is through targeted questioning … a critical skill Key Account salespeople must master. And...

Not all objections can be handled in the same way. This program shows how to respond to each of the four types of objections in a Key Account sales call: misunderstanding, doubt, indifference, and true negative.

If the sales cycle has been managed properly, if call goals have been appropriate to move the sale forward, and if sales calls have been executed professionally, the Key Account no tricky closing techniques...

Every sales call needs to “get off on the right foot.” For some customers, that may mean a period of rapport-building before the call starts. For others, it may mean getting down to business right away...

One of the most common mistakes salespeople make is to actually be selling features when they think they are selling advantages. This program teaches a five-step method to ensure that you are always selling...

An often awkward part of the sales call occurs at the end of the questioning phase of a Key Account sales call in trying to transition to the selling phase. This program teaches a simple process that will:...

Your customers will always be asking you for “stuff”. As sellers, we are conditioned to say “Yes.” No, But If™ training will help you to say “no” while still keeping your retailers satisfied.

Today’s customers are busy with no time to waste on forming personal relationships with their sellers. Learning the Quicksell® is fast, easy, and it works!

If satisfying the Customer Need is the key to the sale (which it is), then it stands to reason that the class: Determining Customer Needs is the where the locksmith works. But there is always one more...

It's easy to make the mistake of assuming that customer service is all about happy employees delivering smiling service. Certainly, friendly extra-mile service is absolutely a requirement, but that alone...

One of the things that is key to being a successful sales person is knowing how to turn a feature into a benefit. Watch this course for tips on how to get that done.