Telephone Account Management for Telecoms
- Course Name: Telephone Account Management for Telecoms
- Duration: 2 days
- Technical Level: N/A
Overview
New products, technologies and customer trends within the Telecoms arena are placing great strategic demands on decision makers. Across the market customers are looking to buy from organisations that can both understand their needs and present compelling evidence about how these needs will be met.
The interactive workshop is conducted in an energetic and motivational climate with an emphasis on the building practical approaches to current challenges.
Who Should Attend?
The workshop is designed for sales people and account managers that are looking to create, develop and maintain strong and profitable relations with key customers.
Key Benefits
The training will equip you to carry though a pro-active and focused sales strategy for using face-to-face, telephone and email to build profitability and customer value.
Interface.
Course Objectives
- Understand the key fundamentals of sales psychology and how they apply to the account manager role
- Recognise leading sales methodologies and understand how they apply to their customers
- Identify key business drivers within target organisations and recognise their impact on decision making processes
- Design a pro-active sales campaign that targets key strategic business objectives whilst making the most of all selling resources
- Make structured and focused sales calls to new and established customers targeting key revenue and strategic objectives
- Understand the key influencing and communication skills required for successful account management and sales as well as recognise their own developmental needs for these skills
- Open sales calls with confidence and purpose
- Create powerful descriptions of products and services and a strategy for articulating their value to individual companies
- Use a structure 'Probing Cycle' to understand a customers needs and to build the value of the sale
- Close with confidence and authority and negotiate the best possible 'win-win' solution
- Build valuable relationships with key clients based on value and respect
Course Requirements
A basic understanding of mobile telecommunications would be an advantage, but is not essential.
