Key Account Selling
Opening Doors - Selling by Meeting the Customers' Needs
by
Book Cover & Preview Text
Key Account Selling – Is it For You?
Are you a successful sales professional? Are you doing all the right things? Have you maximized your efforts and potential? If you feel you have, you are either fooling yourself or you have maximized your knowledge of selling techniques for today's world. More than ever, things are changing. How we sell large accounts or key accounts has changed. As successful sales professionals, we must change as well or face the possibility of lost business or lost value that we bring to our customers. If you are not calling on or servicing large accounts, then this information could help you get started on the right foot.
My goal, through this information, is to open your eyes to business that may have been missed because we did not understand how to obtain it. This program will show you how to recognize, obtain and maintain new business to support your current efforts of increasing your sales volume.
By definition, a Key Account is:
Any account which is of strategic importance in terms of immediate business, image or stature in a market segment, growth potential, potential to influence other firms, defensive posturing or technological joint venturing."
In simple terms, Key Accounts are accounts that bring value to your company because you bring value to the account. Key accounts make up the majority of your sales volume and sales focus. Our primary objective in selling to key accounts is to build a long-term relationship. In order to accomplish this goal, we must do the following:
- Understand your customer's business
- Understand their needs
- Find solutions for those needs
- Sell to your strengths
- Convey the value that you add
- TEAM UP – use as many resources as necessary to effectively manage your customer
Formats
Book Details
About the Book
Ever wonder why some sales professionals rise to the top of the sales charts? Why can they achieve more than others? Why do they have successful techniques that others may not? You could work harder, spending more time trying to achieve better results. You could work smarter and learn what makes them better. This book, Key Account Selling – Opening Doors – Selling by Meeting the Customer's Needs, is a great way to get the "inside" look and understanding of how successful sale professionals rise above others by focusing on their customer's needs as a focal point to sales growth. You will gain an understanding of how key accounts think and behave and how you need to react to those behaviors. You gain an understanding of what it will take in skills, strategies, time utilization, and disciplines to successfully improve your sales skills to a new and better level. You will discover what it takes to rise above others and achieve the success and recognition that top performers enjoy. This book is written for today's sales professional with a passion to be the best that they can. The philosophies and techniques shared in this book will leave you with the framework to grow and be the best sales professional you can be.
About the Author
Timothy Fara has been in industrial sales for over 25 years and has experienced direct sales and sales management. His experiences and education have allowed him to develop a philosophy on successfully developing key accounts through a strategic sales process. His success process has been used time after time to develop successful sales growth. He has taught this process to many of his sales staff that have gone on to enjoy successful sales careers as well. His passion and search for a "winning attitude" towards successful customer service techniques and need satisfying solutions, have allowed him to develop a winning philosophy directed at securing long term sales growth with key accounts for the corporations he has represented. His successful philosophy and proven techniques are shared with you in this book.