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Savage Communications

GROWING ACCOUNTS & SELLING

Wednesday 11 August 2022

14.00-17.30

Venue: Heaps+Stacks

WE ARE LIVE IN

ABOUT THE TRAINING

Hi everyone,

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

 

The relationship

  • 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!

Kerry

 
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