GROWING ACCOUNTS & SELLING
Wednesday 11 August 2022
WE ARE LIVE IN
ABOUT THE TRAINING
I'm looking forward to seeing you for Growing Accounts & Selling training.
The art of questioning
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
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
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
Consider how to ‘surprise and delight’
Create regular touchpoints with key clients and prospects
Build a client relationship strategy with clear actions and ownership
See you soon!