Client Management© For Sales People Overview

Client Management© focuses on the "soft" skills required to build successful relationships. It was developed from fieldwork, surveys and research to determine the best practices used in developing satisfied customers. Dozens of experts, in the field of account management, were consulted, including; CEO's, Client Service Executives, Field Sales and Client Service Reps, to design the most up to date and practical system for Client Management available today.

This program covers the following areas of Client Management©:

• Objectives of Client Management- The basic goals of Client Management©: documenting client profiles, developing satisfied customers and creating references and referrals.
  
  
• Client Management Basics - The roles, activities and responsibilities of Client Mangers.
  
  
• Understanding the Client - Information sources, understanding the Client's business and organizational culture.
  
  
• Determining Your Status With the Client - How to evaluate the strengths and weaknesses of your relationship with the client and their perceived opinions about you. Determining the effectiveness of your communication and alignment with the formal and informal client organization.
  
  
• Managing Client Expectations - Examining your record of communicating vertically and horizontally with the client and your success as a problem solver.
  
  
• Positioning - Assessing alternatives available to the client, and how to develop future opportunities by leveraging your competitive advantages.
  
  
• Identifying Client Challenges - Identify issues and problems that are important to the client which you can help resolve.
  
  
• Targeting Clients for Growth - Selecting the right clients for growth based on business potential.
  
  
• Getting Client Cooperation - Developing a value proposition and getting the client to agree. Design a strategy and present your solutions. Assess your chances of expanding the engagement.
  
  
• Client Profile© - Throughout the program, participants build Development Plans© for actual clients. In this activity, the plan is reviewed and recommendations are made for improvement.
  
  
• Developing Long Term Client Growth Strategies - Finally, a simple formula is reviewed for quickly identifying clients who represent the best potential for growth.
  

Client Management© utilizes highly interactive techniques. Participants use their own live accounts to apply what is learned and an easy to use Client Profile©.

Existing clients can be an extremely valuable source of new business. Client Management© provides the tools and methods to insure that you apply your time and resources to the right clients.