Become the Preferred Partner in Your Accounts
What if you could apply proven strategies and become the preferred partner in your accounts?
Soon after, I saw my sales force double its sales numbers with GDA’s training and approach and now 20 years later we are still using what GDA taught us. It has changed the way we talk, coach, train, and sell forever. Talk about making an impact!
Russ MerrickCEO, Merrick Machine Tools
Keeping, growing, and becoming invaluable to your customers - the golden rule for long-term growth.
Companies are not successful for the customers they sell; they are successful for the customers they keep. Students of Account Management will be prepared to step into careers to grow and manage customers in companies in all industries. Account Management Certification skills include the behaviors and activities necessary to sell follow-on products, services and upgrades after the initial sale. Those skills include finding the very large opportunities in existing accounts, getting invited to the planning table as a planning partner, and gaining opportunities to compete for business long held by competition. Companies who value retaining and growing their customers will find graduates of Account Management highly attractive candidates for hire, and students with Account Management skills will be prepared for careers competitive with senior, experienced employees.
GDA’s results-oriented courses are designed to establish you as the preferred partner where you become a vital part of your customer’s team. Not only will you acquire a strong account presence, it will be relatively easy to sell upgrades, sell big deals and effectively penetrate your marketplace.
GDA’s world class sales training provides you with specific activities to perform to produce new orders, upgrade existing products and services, demonstrate pilots, and achieve competitive win-backs as well as new or enriched business partnerships.
The Account Management course includes the following topics in course chapters:
Every sales and marketing person has had the perplexing experience of losing a big sale that we “just knew we had won!” We proved our business solution, our features were great, the customer was enthralled with our people, our prices were better, and the customer wanted the benefits… yet we lost. Whether the loss was to a competitor, to another internal project or to perpetual delays, it hurts.
Where did we go wrong? Many times it is not where we went wrong, but that we forgot or didn’t know how to answer the question, “So What?” Even price discounts are not compelling reasons to buy. But if we could get a customer to say, “Every month we delay costs us $90,000,” then we have created a compelling reason to buy.
Are you leaving a pipeline of opportunity with existing customers on the table? Through sales skills and techniques for selling upgrades, you will learn how to identify, quantify, validate and close incremental business that precisely meets your customer’s needs and desires. By practicing two sales calls that are part of this training, your will confidently close customers immediately and almost every time!
The most powerful sales technique for driving record setting business growth is through selling big deals worth 10 times your existing pipeline. Through GDA’s Finding Big Deals chapter, you will readily identify potential and exact decision-makers in your key accounts, learn how to structure and close business deals, and virtually eliminate competition.
Would you like your key customers to include you as part of their management team? What would happen to your bottom line if your post-installation sales out-performed your initial sales for all of your key accounts? In Account Presence chapter, you will acquire sales skills and techniques that will empower you to increase your company’s presence in each of your key accounts.
Through a simple process in Competitive Penetration sales training, you will acquire skills and techniques that open the door to your competitor’s customer and help you to dominate a sales territory.
There is no getting around it. No matter how good your selling skills are, you need new opportunities and new prospects. We’re not talking about mailing lists, or prospecting calls… we’re talking about creating qualified leads -- documented customer interest from people who have said, “I have plans, and I have money. When can I talk to a sales person?” Now that’s a lead!
Each course is composed of two or more modules, and each module may take 20 - 30 minutes to complete. Each module has one or more quizzes for content reinforcement, and a successful completion of the quiz gains you access to the next module. Successful completion of the course final exam provides access to the course certificate.
Companies including Microsoft, GE, American Express, Hewlett Packard and Honda all utilized GDA to enhance their existing sales and management training.
GDA customizes skills and processes proven over 30 years in 40 countries to the specific products, services, and customer situations of our clients to achieve breakthrough growth in sales, productivity and employee development.
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