Account Management Training

(Generic Outline - All Training is Customized for Individual Clients)

All training programs include instruction, interaction, skills practice, exercises and role-playing on various parts of the course.

 Understand and Apply Key Elements of Sales and Account Management
    Intention - Be determined in advance
    Relationship - Build rapport with your customers
    Discipline - Be self-disciplined and practice
    Skill - Learn the skills and techniques required

Call Path Control - The LAMAŠ Technique
    What it is and Why it Works!
    L - Listen
    A - Acknowledge
    M - Make a Statement
    A - Ask a Question


Sell Using Relationship Skills
    Be a Sales Consultant - What to Say and How to Say it
    Offer Only What Will Benefit Your Customer
    Understand the Difference and Learn to Speak Confidently about:
      Features
      Benefits
      Competitive Advantages


The Key to Sales is - Ask the Right Questions!
    The Art of Asking Questions
    Five types of Questions
    Questions to Use and Questions to Avoid
    Ask a Question that Serves the Customer, Company and the Agent


Stimulate Buying Action
    Use Suggestions and Recommendations


Transitional Statements
    Bridge the Gaps to Information Selling Bridge the Gaps to Up-Selling and Cross- Selling


Closing Skills
    Trial Closing Techniques
    Direct Closes
    Assumptive Closes
    Alternate Choice or Contained Choice Closes


"Handling" Objections - No need to "Overcome"
    Open the Conversation to Solve, Resolve or Dissolve the Objection
    Three Ways to Handle Objections
    1. Emotional
    2. Demonstrative
    3. Logical


Learn How to Make Offers for Additional Services or Sales
Transition to Sales or Conclude the Call


Wrap-up Skills
    Summarizing the Agreements
    Invite Action
    Sell the Next Step in the Relationship
    How to Say Good-Bye


Add this on to the training: Three Ways to Up-Sell and Cross-Sell
    1. Recognize and Act on Buying Signals - What is a Buying Signal?
    2. Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
    3. Traditional/Transitional Method -Smoothly Transition to Additional Sales.


Coaching follows all of the Training Courses. One-on-one Coaching is important for the success of every agent. Using the skills from the training immediately is required.


We will customize the training to fit your exact needs.
We can train your agents or train your trainers.