:: General Industry: Building Account Relationships

"Graytrout has done an excellent job on all the sales and negotiation training projects I have had them do for my groups at SOLVAY over the past several years. But what impressed me most was how they quickly became very familiar with our industry and all its terminology. They could speak our language, and it made the training much more effective."

Tim Quigley
Industry Manager
Solvay Advanced Polymers LLC

Building Account Relationships

The lifeblood of any enterprise revolves around predictable revenue streams, and the task of turning marketing strategy into revenues falls to a select few—the sales group. Their success is intimately tied to the success of the overall marketing strategy and the entire enterprise. Customer relationship management and strategic account management are critical to predictable revenue generation.

There are many components of sales effectiveness, but one of the most important is developing a valid sales strategy to support marketing initiatives. Graytrout identifies the issues involved, customizing the processes and skill training to your company’s value offering. These solutions are available in a variety of formats and investment ranges.

Essential Selling Skills
This program — based on decades of research of "top sellers" — is the foundation of the critical sales knowledge and skills used to identify, assess and convert sales opportunities. Participants gain an understanding of your industry’s selling and buying processes, planning, opening and closing calls, question types/strategy, feature/benefit conversion, and closing strategy.

Consultative Selling
Consultative selling best practices strengthen your sales people’s productivity and confidence. This program moves sales people from a product-based sales approach to a need/solution approach, providing them with consultative sales processes they need for more effective selling. The workshop includes a step-by-step process that shifts customer perceptions of sales people from product pushing "gun slingers" to business solution providers.

Strategic Account Management
Large accounts require a sophisticated customer relationship management approach. Obstacles to large company entry include RFPs, internet auctions, purchasing consultants and buying consortiums, complex buying centers, all designed to screen you out. Learn best practices from top sales organizations to help you identify, approach, convert, penetrate and manage high potential accounts. Receive a proven step-by-step strategic selling process and the tools needed to implement successful strategic account management.

Principles of Effective Negotiation
If sales people do not recognize negotiation opportunities or negotiate effectively, they cannot protect your company’s interest, regardless of your offer or your commitment to value and fairness. We use time-tested principles and concepts of win-win negotiation to build “top negotiator” skills. This practical method helps sales people prevail in most situations.