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The kit contains:
Tons of research clearly shows what adult learners DON’T want – long, content-heavy training events. Adults just can’t sit for extended periods absorbing training material. What do they want? Chunks. The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on ONE thing, not three, or four or five. That’s why Account Management is made up of three short modules (each less than 10 minutes) that focus on a single aspect of how to get long-term value from every account. They’re short but meaty. They’re simple but never simplistic. They’re designed to give your reps a highly-potent dose of training, and then quickly get them back to their real job – selling! Here’s a summary of what you’ll get in the three rapid learning modules: Customer Engagement: Why YOU Need to Drive It (6:41) Customers sometimes send signals that they’re no longer interested in doing business with you. They stop returning your calls, they cut their spending, and generally seem indifferent about your products and services. It’s human nature to think, “I see the handwriting on the wall; I’d be better off using my time to find another buyer.” But if you react this way, you risk turning good buyers into walking-dead accounts. In this module, you’ll learn the results of a Wharton study that reveals which customers are most – and least – likely to leave, a common but deadly mistake that leads salespeople to disengage from buyers, and a simple mantra that will ensure you never lose a customer through disengagement. The Most Dangerous Question in Sales and How to Avoid It (8:10) “How are we doing?” It sounds like a win-win sales question, right? If the customer says you’re doing great, you can give yourself a pat on the back. If not, you can find out what’s wrong so you can fix it. But asking “How are we doing?” can backfire and undermine the relationship you seek to build. In this module, you’ll learn: Why you shouldn’t ask your customers to judge your performance, why asking for feedback in the wrong way can damage your relationship with your customer and cost you sales, and three ideas to help get the feedback you need – and build customer satisfaction. Upselling Without Fear: The Low-Risk Method to Get More From Almost Every Sale (9:48) Many sales professionals fear upselling because they believe it will make them look greedy and might cost them the sale. Fact is, this fear is legitimate – if you don’t handle upselling properly. But top sellers know that upselling is a powerful tool to increase sales volume and add value to the customer. In this presentation you’ll learn: The two most common upselling mistakes, the ideal moment to ask for more, and the #1 insight star salespeople “get” about upselling. Account Management works because each module is:
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