helping you create value, manage people and sell solutions

Value Creation & Selling for Major Accounts

Consider the following scenarios:

  • Are you losing your best accounts to your competitor simply because of a price difference?
  • Are your prices being slashed because you could not get past the Purchasing Manager to the Decision Maker?
  • Do you wish to differentiate your solutions from your competitors and sell it at a premium?
  • Do you understand your major accounts well enough such that you can anticipate their needs and thus craft a compelling solution for them?
  • Do you want to build major account loyalty?

If your answer is YES to any one of the above questions, this workshop is for you.

Audience: Major Account Managers, Senior Sales Representatives, Business Managers, Services Sales Managers, Customer Support Managers, Marketing Managers, Product Managers and Entrepreneurs.

Pre-requisite: This is an advanced class for major account managers or high-end sales representatives who sell a variety of products and services to major accounts. To benefit fully from this course, participants should first attend the Foundation class: Value Creation and Services Sales.

Workshop Objectives:

In this highly dynamic and motivational workshop, you will learn how to:

  • Understand the true value of your products and services and be able to articulate them from your customers’ perspectives;
  • Quickly and professionally bypass the purchasing manager (who bargains on prices) and reach your real decision maker (who buys your values for his business);
  • Understand how your products and services can be used to help your customer generate profit or save cost;
  • Position yourself as a Customer Profit Improver and create a distinct difference in your solution from your competitors;
  • Understand your customer needs better through Major Account Profiling;
  • Anticipate your Major Account Need by proper and predictive account management; and
  • Sell higher up the customers’ organization.

Workshop Outline:

  • Introduction to Value Creation and Selling
  • Major Account Management
  • 3 Tiers of Customers’ Management
  • Major Account Profiling
  • Strategies for Value Creation
  • Value Quantification
  • Selling Value in terms of Profit and Savings
  • Value Selling
  • Role Plays/Case Studies

Methodology: This workshop will be conducted with a good blend of instruction, role-plays and discussions.

Duration: 3 Days