Managing Global Key Accounts

Leadership in Global Sales, one day

Rethink your sales strategy – from B2B world to B4B thinking

• Why B2B-thinking easily leads to competing with price
• How to rethink your sales strategy by focusing on the customer value creation
• How to look at your sales processes and buying patterns from a fresh perspective 

Global sales leadership in B4B thinking

• The most typical challenges to global key account and what the root causes for them
• How to turn your team’s mindset from selling your services to solving Customers’ problems (how to find the real value and relationships)
• Neuroscience of sales - How to get to the next level in customer intimacy
• 6 step sales excellence process in creating irresistible sales proposals

Psychology in Sales, one day

Social styles

• Utilize research results of social intelligence in sales situations.
• Understand relative strength and development areas of various types.
• Learn to recognize feathers that can – and will – break a camel´s back.
• Learn take into consideration personal comfort zones both in sellers AND in buyers.

Persuasion methods

• How to convert social styles into persuasion designated methods to tap into.
• How to align seller, offer presentation and customers bias?
• Improve your persuasion range

In order to get the most out of the session, you can download a Bizmind app:

• Gain psychological insights and become more versatile in persuasion: www.bizmind.com
• With Bizmind you can be in personal sales coaching for more than 200 days a year – without missing any work.
• This is a unique opportunity to get a cutting edge EdTech tool for one year (+1 ME invested).

Tools for Solution Selling, 1,5 days

Consulting methods for Solution Selling

• effectively map information for developing comprehensive solutions
  • consulting exercise: Petrol station
• simple, yet elegant tools:
  • 7P® Model exercise: Applying the 7P® Model to Sales Activities
  • 3LT® Questioning and listening technique exercise: Getting at Value
  • pings for recognizing the most important themes
  • practicing the 3LT Process Exercise

Practical exercises

• learning from real life: consulting exercises

Customer Value-based pricing, half day

• How to convert the customer value into euros
• How to avoid price centricity