Tel: 0844 394 8877
Sales Skills > Courses
Account Management is about creating a relationship with one or more customers and then understanding and actively influencing their current, medium and long-term requirements for products and services. We begin by covering twenty influencing skills that can be used to build positive working relationships with key customer personnel. Next we explore a six step planning process that we use to set goals for the year that are clear and challenging. The final step is learning to run dynamic and focused meetings with key people from within the account using the Boulden Prosper system™.
By attending this highly interactive two-day course you will:
People with some experience of Account Management but with little or no formal training, who wish to further develop their skills.
The phrase the ‘inner game’ is a term borrowed from sports psychology. It is a reference to the fact that what is going on inside a person’s head (their state of mind) is crucial to good performance. Here we consider the role perception and beliefs of expert Account Managers.
The ability to influence and persuade is the key competency of Account Managers. Here we cover twenty influencing tools grouped into five ‘sets’ or topics. Mastery of this skills toolbox, which is based on NLP (Neuro Linguistic Programming) concepts, allows expert Account Managers to conduct face-to-face meetings with elegance and precision.
Building a sense of trust and partnership with clients. Gaining a psychological ‘connection’ with other people.
Tuning into the underlying message that is being transmitted by the client or customer by paying close attention to their non-verbal behaviour.
This set of tools is concerned with asking high quality questions that map out precisely the client or customers’ needs and requirements.
Building a history of agreement into the conversation so that the other person gets into the habit of agreeing with you. These techniques help to generate a positive tone to the whole of a meeting, from the initial remarks to agreeing the way forward.
Using assertive tools combined with NLP techniques to explore and overcome obstacles that may be put up by a customer when discussing a particular topic or issue.
The Boulden Account Planning Process™ is in six steps. Completing the process enables the Account Manager to understand what actions they need to take in order to build and maintain their business relationship with each of the customers or clients that they are responsible for.
The Boulden Prosper System™ is a seven-step process for running powerful and effective review meetings with clients and customers.
Looking in-depth at the first three stages in the Boulden Prosper System™. This involves setting clear goals for the meeting, establishing a relaxed atmosphere and confirming the topics that are to be discussed.
Working with logical levels diagrams to identify customer needs, opinions and thoughts regarding each agenda item so we know precisely why they hold a particular point of view and how specifically they would like to move forward.
Explaining how we think each issue should be dealt with and if appropriate challenging the customers’ views and suggesting alternatives before formally noting down what has been agreed.
The use of role-plays to practise moving through all seven stages of the BMC Prosper System™ in one session.
Feedback is based upon peer review using a Boulden assessment checklist. Completing the assessment checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up excellent Account Management.
To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877