High Impact Major Account Selling (2D)



The journey a customer will take, from the time they were a mere prospect, to becoming a customer of ours, is key to our selling success. Despite the hard work in converting prospects to customers, many companies struggle to maintain their customer base, let alone grow the business. This is the “hole in the bucket” scenario where we keep putting in new customers and still find shortfalls in our overall business performance, either due to lost customers in the process or stagnant customer growth, or both. If we are to truly succeed in selling, we must find a balance between converting prospects to customers and maintaining and growing the customer base. Only by being able to “keep, hold and grow” our customer base can we then truly enjoy the long-term success of our selling efforts. Therefore, how do we maintain the business we have gained as well as grow the accounts progressively over time? Besides effective customer servicing, account management strategies will be crucial in defending our customers from the onslaught of the competition as well as enabling increased spend from our existing customer base. In today’s fast-changing environment, we explore insights on how we can use data to craft compelling selling stories to, not only ‘defend’ our customers from the competition but also ‘attack’ new business growth areas within the customer base.

This program is specially designed for major and key accounts that aims to make aggressive inroads to new markets and customers retention through tested major account selling techniques. When done in a holistic approach, you will be able to truly sell, and grow your business confidently.

High Impact Major Account Selling focuses on the following areas:

Advanced selling techniques

Influence and persuasion

Negotiation for tactical objections

Story selling

Value-based propositions

Training Outcome
After completing the training, you should be able to:
  • Create a loyal relationship between the customer and your company’s range of products and solutions
  • Maintain customers with minimum effort and maximum results in revenue and profitability
  • Maximize the effectiveness of customer and industry data
  • Sell almost anything to almost anyone, every time
  • Use various account management strategies to develop winning solutions for your customers
Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation
Our unique experiential framework and implementation empowers you to:
  • Build and strengthen customers’ relationship with professionalism
  • Employ effective communication skills to different types of customers
  • Enhance listening skills and powerful non-verbal skills
  • Develop your personal unique story selling style
  • Gain commitment to purchase the product or services
  • Identify origins of your selling behaviors and remove limiting beliefs about selling
  • Implement beliefs that build confidence in selling
  • Overcome objections effectively
  • Present the product or services persuasively
  • Sell with certainty
  • Take action to develop a resolute selling mindset and ethics in managing your customer base
  • Understand and employ the selling and buying process effectively

Our program outline encompasses the following modules:

Day 1:

Module 1: Key Account Management Overview
  • Monitor, Build, Maintain and Protect
  • Understand, Customer Planning, Sell & Execute
  • Overview of 10 tools in Understand
  • Overview of 10 tools in Customer Planning
  • Big Idea Creation
Module 2: Engagement
  • Building credibility
  • The 4 Quadrants
  • Our communication style
  • Other styles
  • Shifting into positive action
Module 3: Being Effective In Customer-Centered Selling
  • Applying learning in selling to different people
  • What people say and do and what is important to them
  • What we do more of when selling to others
  • What we avoid doing when selling to others
  • Revealing our blind spots
Module 4: Discover
  • Discovery questioning
  • 6 types of questioning
  • 3 techniques in discovery questioning
  • Active listening
  • 6 techniques in active listening

Day 2:

Module 5: Present
  • The Needs Pyramid
  • Matching needs with FAB
  • Value Drivers
  • Crafting effective sales conversations
  • Persuasive language techniques
Module 6: Objection Handling
  • Skepticism
  • Indifference
  • Misunderstanding
  • Drawback
  • The PLUS Model
Module 7: Tactical Objections
  • Negotiation basics
  • Explore
  • Propose
  • Counter
  • Agree
Module 8: Closing
  • Indicators Of Interest (IOI)
  • Clinical techniques
  • Emotional techniques
  • Directive techniques
  • Logical techniques

Related Courses