Account Management
Another word coined in place of Business Development.
The key is to however look out for is learning to develop those accounts.
Influencing Methods- No, this isn't about being powerful or being in position, this is getting through to the subconscious mind of the other. Most of our decisions in life, roots from our subconscious, because it has an attachment that got built over a period of time. Understanding what can influence your customers mind while engaging with them at a subconscious level, will give you more power to win over a sale. ‘HAVE YOU HEARD OF DOOR IN THE FACE, FOOT TO THE DOOR METHOD’
Well, that is just one of them. Influencing methods, takes you through a series of methods that will help you win over your customer
Takeaway- The subconscious methods when utilized in Customer Meetings, Conversations, opens up a path allowing more information to flow in from customer, thereby getting closer to a sale.
2. Relationship Building- Scratching the surface has never worked. Relationship Building is quite the opposite of superficial connections. Most sales people have the power of winning over a customer more than the ones who merely scratches the surface to get to the customers mind. Relationship Building methods is for a sure way to keep the revenue coming in.
When was the last time, you walked into your favourite restaurant and the waiter remembered what your ordered last time?
This will take you through the A-Z’s of relationship building tact which will create path for more revenue
Takeaway- Relationship Building tacts when applied in Customer Engagement, makes interactions much easier, leading to improved trust , thereby making way for more revenue
Eye for detail- Ask a FBI agent, and they will tell you how important is to keep an eye for little things that goes on to getting the bigger picture. Sales is no less that being in the FBI. Making a note of all important factors that can help determine action or help predict what lies ahead. Eye for detail techniques is crucial in Account Management.
Customers give us a lot of clue into small things that matter. Have we understood how to decode is the question.
Takeaway- Eye for detail helps your team with a natural shift in the way they question and understand things about customer.
Turning problem to opportunity- Imagine the potential a service issue can create for future business with your existing corporate account. While your existing client is already billing you, problems will show up. Account Management strategy of learning to turn the problem around and making it work for you is a must essential competency of Account Management.
They said ‘When life give you lemons’, how about life gives you an opportunity in the name of a problem, in Account Management
Takeaway- The activities on completion information, when exercised in Account Management will open doorways for teams, to naturally turn the service issue to a potential business opportunity.
Competition knowledge- From historical times, humans have learnt to keep information about warriors who can possibly invade your territory. Account Management competencies allow us to be well informed about competition moves and strategies of winning over our existing customer.
Takeaway- Competition Mapping when applied in Account Management, brings about a natural tendency in the team, to keep track of who amongst competition is customer engaging with. This will help them retain customer and increase opportunities to sell more on the same account.
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