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Sales Skills for Account Executives


The skills of account executives and the sales skills that they employ to achieve sales and develop customer accounts, both face-to-face and over the telephone, are vitally important to the success of any business.

This interactive sales skills training workshop is aimed at developing sales skills to win new customers and retain existing ones.

Our two-day sales skills training workshop is designed to refresh and refine client and prospect handling skills to meet the demands of the current economic climate and improve new business and cross-selling abilities.

If you are interested in booking just one of the two days of this two-day workshop, please call us to arrange this.

Course Content

  • Introduction and objectives of the programme
  • Skills required to be a successful Account Executive
  • Ideal clients / target market
  • Prospecting and Preparation
  • The Buying experience: buying motives, attitude, frame of mind
  • Features and Benefits
  • Communication; Assertiveness
  • Getting interviews; Objectives
  • Opening the interview
  • Controlling; Influencing
  • Overcoming resistance
  • Buying signals
  • Negotiation
  • Closing techniques
  • Quality relationships
  • Referrals
  • Cross selling
  • Skills practise.

Learning Objectives

  • Find, win and keep their ‘ideal’ clients
  • Understand why people buy and understand the importance of applying benefits correctly
  • Improve strike rates and value per call
  • Appreciate the importance of quality communication
  • Understand sales interview techniques
  • Know how to overcome client resistance and obtain commitment.

Ready to book?

Simply complete the booking form with your details and a member of our team will be in touch with the next available dates. 

Any questions?  

If you’re not quite sure if this course is suitable or are looking for further information, call our team on 0117 244 7221.