GROWING ACCOUNTS & SELLING

Wednesday 11 August 2022

14.00-17.30

Venue: Heaps+Stacks

WE ARE LIVE IN

ABOUT THE TRAINING

Hi everyone,

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I'm looking forward to seeing you for Growing Accounts & Selling training.

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The art of questioning

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• Get under the skin of clients’ needs and unlock opportunities by asking open questions

• Find out what’s really important to them and what are their pet peeves

• Hold health check conversations about the state of your relationship and their own internal challenges

• Think ahead and be curious about what’s coming down the line.

The NOSE (needs, outcomes, solutions, evidence) model

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• Learn how to make a persuasive business case

• Consider the language you use – assertive and results-focused

• Structure your recommendations in the most impactful way

The trust equation

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• Explore the components of a trusted relationship: credibility, reliability, intimacy and focus

• Define what these mean for Heaps + Stacks and the associated behaviours

• Benchmark your own individual trusted advisor status and make a plan to improve your score

The relationship

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• Consider how to ‘surprise and delight’

• Create regular touchpoints with key clients and prospects

• Build a client relationship strategy with clear actions and ownership

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See you soon!

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Kerry