Advanced Selling Skills - Account Development

One-day course

Your team has been successful in capturing new business and now you wish to ensure that they realise the potential revenue in those new accounts by building profitable relationships.

Professional management of major accounts is crucial to the long term success of a business, maintaining and developing those relationships can generate the consistent repeat business that forms the basis of achieving your team target.

Advanced Selling Skills is a two day programme that gives your team the knowledge and skills to plan and implement key account development strategies. Your team will see the practical benefits immediately by working on examples from their own portfolios.

The course includes:

  • Differences - new business and account development
    • Role of the account manager
    • Prioritising your accounts
    • Understanding your position in the market
    • Sales cycle in account development
  • Planning an Account Strategy
    • Setting Objectives
    • Analysing potential
    • Profiling the organisational structure
  • Relationship Building - Consultative Selling
    • Why relationship building is important
    • Steps in successful relationship building
    • Buyer motivation, identifying real benefits
  • Dealing with Decision Making Units
    • Identifying the players and their roles
    • Networking skills
  • Proposing Solutions
    • Tailored solutions to real needs
    • Proposals that win business
    • Seeing the sale through
  • Teamwork
    • Briefing colleagues on the account
    • Securing internal resources
    • Planning a team approach


For an informal discussion please call 01604 883541



995* for one-day courses
1995* for two-day courses

(fees are per course not per person)

*training room to be provided by purchasing company ,excludes agreed travelling/accommodation expenses



Sales Wigwam is a member of The Wigwam Company 2004
Other services provided by the Wigwam Company include UK headhunter (People Wigwam) and exhibition training (manning the stand)