WE ARE LIVE IN
This workshop teaches what it means to be a skilled account manager. You will gain vital tools for influencing clients, establishing trusted advisor status, and dealing with challenging situations, confidently and assertively. You will learn how to communicate with gravitas and authority. You will have the confidence to sell ideas and gain buy-in to recommendations with the language you use, the knowledge you demonstrate and the credibility you display.
ESTABLISHING TRUSTED ADVISOR STATUS
Understand what it means to be a trusted advisor – positivity, challenge, respect, expertise, drive, initiative, ownership
Learn about the trust equation and how to improve your score
Know your leverage and why your clients need you
Appreciate client motivators and common bugbears
LEADING MEETINGS AUTHORITATIVELY
Know how to chair meetings and contribute with conviction
Master the art of intelligent small talk and powerful questions
Demonstrate executive presence
Ensure meetings are focused and outcome-driven
COMMUNICATING WITH IMPACT
Command trust and respect, by finding the perfect balance between warmth and competence
Learn how to dial up or de-emphasise your energy levels, according to your extraverted / introverted inclinations
Hone vocal delivery – pace, tone, volume and clarity – becoming aware of personal habits
Flex your style to different stakeholder preferences
DEALING WITH CHALLENGING SITUATIONS
Find your voice with more extraverted or senior clients
Think on your feet
Field difficult questions and objections
Handle unresponsive / disinterested clients
In order to get us in good shape for the training, please send your responses to these questions to Sarah by Tuesday 27 February.
From the workshop overview, what are your objectives for the sessions?
Please schedule 15 mins with your manager to agree your learning objectives and arrange a time, following the training, to feed back to them on your progress.
Please read the following scenario. You will be asked to deliver this introduction of yourself to the group, so that we can provide you with live feedback. It’s vital that you prepare well.
You are meeting a client [choose real client and job title e.g. eBay, CEO], for the first time. They ask you to introduce yourself. You have 2-3 mins to explain your role at the agency, giving specific examples of relevant projects with results, previous experience and interests. Bring your unique personality. It’s important that you sound relaxed and conversational. You’re not allowed to read from a script.
WHAT PEOPLE SAY
I’ve been on many courses over the years and can honestly say this was right up there with the best. Not only was the content good but all of the sessions were engaging and you went at a great pace.
Izzy was absolutely fantastic and allowed us to speak our minds and walk out feeling confident. The workshop was not only super useful, but cathartic and empowering.
Isobel is an excellent trainer; she delivered the session with enthusiasm and a wealth of knowledge. It was practical and gave us useful strategies that we can implement in our day-to-day work. Would recommend to anyone!
Isobel is an expert trainer, facilitator and communications professional. She has been delivering bespoke workshops to marketing agencies, in-house teams and individuals for a number of years. Her talent is in tailoring training sessions to clients' specific objectives, and her style is known for being energetic and engaging.
She is rated extremely highly by her clients, which include Unlimited, FleishmanHillard, Four Communications, Lansons, Persimmon Homes and National Grid ESO.
She is licensed in Insights Discovery and has the privilege of being an accredited trainer for the Chartered Institute of Public Relations, where she runs training on a range of topics.
Before becoming a trainer, Isobel worked in the marketing industry for over 15 years, working both agency-side and as Head of Communications for Williams F1. As such, she brings deep understanding of communication, audience engagement, and influence and persuasion to all of her workshops.