Who should attend

New managers wanting to attain targets
Key account personnel wanting to take a different approach
Junior staff promoted to dealing with larger clients

What they will learn?

Getting into larger organisations
Building the organisation chart
Keeping your options open
Preventing surprises
Predicting objections
Becoming a trusted third party
Negotiating using influence and integrity
When and how to say no to demands
Measuring your performance
Building profitable relationships
Understanding the decision makers and decision making unit
Exploiting mutual goals
Communication and managing long-term sales relationships
Hunters and farmers
Revealing customer purchasing strategies
Widening the gap
SWAT analysis of the account
Face to face v phone v email
Revealing other opportunities