Working with Your Customer's Key Players


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
Strong customer relationships are essential for long-term sales success. In this course, you'll learn about the second major component of the Strategic Account Sales (SAS) approach--communication. You'll start by learning about developing coach relationships in your target account. A vital part of your sales effectiveness depends on finding contacts at target accounts that can become part of an internal "network of coaches" for the sales process. Then, you'll learn about gaining access to senior-level management and dealing with "gatekeepers." By effectively communicating with the right people in your accounts, you'll help to ensure positive sales results

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts

Expected Duration (hours)
3.5

Lesson Objectives

Developing a Network of Coaches

  • identify the benefits of developing a coach or network of coaches.
  • identify coaching behaviors that indicate a contact could become a coach.
  • sequence the steps for finding a coach with examples of those steps.
  • sequence the examples of the steps of the coach development process.
  • apply the steps for developing a coach.

    • Gaining Access to Decision Makers

  • recognize the importance of knowing how to reach decision makers.
  • match access strategies with examples of those strategies.
  • match the guidelines for using a coach to gain access to a decision maker to examples of those guidelines.
  • apply the guidelines for using a coach to gain access to a decision maker.
  • sequence examples of each step of the access letter process.
  • draft an access letter in a given scenario.

    • Dealing with Gatekeepers

  • recognize the importance of dealing with gatekeepers.
  • match the four steps for dealing with a gatekeeper with examples of those steps.
  • match reasons a gatekeeper blocks the progress of a sale to strategies.
  • recommend a strategy for dealing with a gatekeeper in a given scenario.

    • Course Number:
    SALE0134