Sales Training - Sales Training Account Management In-company (Customized)

Type of training: In-company (on location or online)
Duration: 6 actual lessons (or adapted to your wishes)

Tailor-made sales skills for account managers

With this customized Incompany training, your team will develop the skills to build long-term customer relationships, seize commercial opportunities and get more value from existing accounts. This training is fully tailored to your organization, customers and industry.

Content of the training

09:30 - 10:00 | Introduction

• What is Selling in Account Management?
• The 10 Basic Rules of Selling.
• The 6 Guiding Rules.

10:00 - 11:00 | Fundamental skills

• Make a strong first impression on customers.
• Bringing structure to customer conversations.
• Active listening to discover needs and challenges.
• Effective Questioning Techniques: How to Ask Questions That Lead to Greater Insight
• Recognizing and utilizing non-verbal signals.

11:00 - 11:15 | Morning break

11:15 - 12:45 | Advice and techniques

• Consultative Selling: How to Become a Valuable Partner for Your Customer
• Sales technique ORDER: A structured method for closing deals.
• Sales Technique Upgrade: How to Provide More Value to Customers
• Blackbook Sales Technique: Creating Trust and Exclusivity with Accounts.
• Sales technique Logic Selling: Convincing customers with rational arguments.
• The 40 Question Formats: How to Use Targeted Questions to Uncover Customer Needs

12:45 - 13:15 | Lunch break

13:15 - 14:15 | Strategic aspects

• Relationship Management: How to Build and Maintain Long-Term Relationships
• The Sales Cycle: How to Guide Customers Through Each Stage of the Process
• Up- and cross-selling: How do you maximize the value of existing accounts?
• How do you optimize your follow-up and customer visits?
• Dealing with quotation processes and retention interviews.

14:15 - 14:30 | Lunch break

14:30 - 15:15 | Overcoming Obstacles

• Common counterarguments and how to refute them professionally.
• Discovering buying motives: What drives your customer to say “yes”?
• How do you deal with resistance without damaging the relationship?

3:15 PM - 3:45 PM | Closing skills

• Three powerful closing techniques especially for account managers.
• How do you recognize buying signals and convert them into action?
• How do you create urgency and exclusivity to help customers decide faster?

15:45 - 16:15 | Scientific approach

• Sales Psychology: How to Apply Behavioral Insights in Conversations
• Neuromarketing: How to Subtly Influence Customer Decisions

16:15 - 16:30 | Wrap-up and evaluation

• Reflection on the training and practical applications.
• Certificate of participation.

16:30 - 16:45 | Questions and closing

Why choose this training?

• 100% customized: Tailored to your team, customers and industry.
• Practice-oriented: Directly applicable techniques and insights for account management.
• Focus on relationship management: Building and maintaining sustainable customer relationships.
• Results-driven: Learn how to get more value from existing accounts.

Who is this training intended for?

This training is suitable for account managers, sales professionals and teams that focus on maintaining customer relationships, strategic selling and increasing customer value.

What can you expect?

Practical training tailored to your needs:
The content is fully tailored to the challenges and needs of your organization. Think of:

• Dealing with specific customer groups.
• Optimizing quotation processes.
• Exploiting new sales opportunities within existing accounts.

Direct result:
Your team will learn:

• Conduct more effective customer conversations.
• Creating more value for customers and your organization.
• Strengthen customer relationships and maximize commercial opportunities.

Frequently Asked Questions

Can this training also be given online?
Yes, this training can be delivered both physically on-site and online.

Is this training suitable for our team?
If your team focuses on customer relations and strategic selling, this training is perfect for you. During an intake interview, we will tailor the content to your goals.

How much does this training cost?
The costs depend on the number of participants, the location and the desired content. Contact us for a customized quote.

Ready to take your account managers to the next level?
Contact us today and together we will create a tailor-made training!

" Help the customer to be successful with your products and/or services "
- Graham Hulsebos

10 Benefits of Sales Training

1. Improved Sales Skills : Sales training can improve employees' sales skills, such as communication, negotiation and persuasion.
2. Increased Sales Results : By improving sales skills, employees can improve their sales results, which can lead to increased sales and profitability for the company.
3. Better Customer Relations : Sales training can teach employees how to build better customer relationships through effective communication, customer service, and customer-focused selling methods.
4. Increased customer satisfaction : Through improved customer relations, employees can increase customer satisfaction, which can lead to increased customer loyalty and word-of-mouth advertising.
5. Better product knowledge : Sales training can help employees gain a deeper understanding of the products or services they sell, enabling them to better respond to customer needs and wants.
6. Increased motivation : Sales training can help employees feel more motivated and engaged in their work, which can lead to increased productivity and performance.
7. Improved team dynamics : Sales training can help improve team dynamics by improving communication and collaboration between employees.
8. Improved organizational performance : By improving sales performance and team dynamics, sales training can contribute to improved organizational performance, such as increased sales and profitability.
9. Increased Confidence : Sales training can give employees greater confidence in their sales skills, making them feel more comfortable and confident when selling to customers.
10. Greater competitiveness : Improved sales skills and performance can help companies build a stronger competitive position and compete better with other companies in their industry.

Graham Hulsebos sales training continues

The sales trainings go beyond standard components, because you (or your employee) are trained to be a truly successful salesperson. Not only in theory, but also in practice. Graham Hulsebos goes a step further where other sales trainings stop by applying Blended learning in this interactive training.

During the sales training, everything is taken out of it to be successful as a goal. No one is left behind and each student also receives interim tests. The 8 unique sales techniques are explained in a simple way, so that they can actually be applied in practice. The same day!

Every student of this sales training comes out of the training with more knowledge and this is absolutely reflected in the many very positive reviews (9.0+).

Benefits of Graham Hulsebos Sales Training

• Many eye-openers in the field of sales
• Structure your sales activities
• More than 20 years of practical experience
• Learn all about the basic and leading rules of selling
• Learn the 8 best sales techniques
• All knowledge can be directly applied in practice
• Personal guidance
• Everything in just 1 day

Who is Graham Hulsebos?

Graham Hulsebos is one of the most expert sales trainers and motivators in the Netherlands. He has been giving sales training to hundreds of students worldwide for over 20 years. With a background in retail and automation, and within various national and international companies, Graham has developed a unique successful formula of consultative selling. This magical formula combines 8 different proven sales techniques.

Selling is truly a profession. The basis for the sales training courses therefore also arose from his own experiences and he himself has also followed many training courses, such as: SPIN Sales Training, Upgrade Sales Pipeline Management, Money Maker 2 Program, Sales Professional Assessment Of Knowledge, Management Training Real Problems, Real Solutions, Blackbook Training, Salescycle, Sales Management Training and CRM Specialist.

In short, a valuable Account Management Sales Training for every sales professional and organization.
Register now!