"The Executive Account Management Training "

Executive Sales Training

Curtis Industries, Inc.
“Executive Account Management System”

The Executive Account Management System will be designed to provide Curtis representative [whether they be wholesalers, distributors, reps, or salaried salespeople] with the marketing , selling skills and strategies required to generate new business at the Large (National) Account level down to the person-to-person sale. We will also provide skill sets that will be helpful in managing the indirect Distributor sales force.

Subjects covered in the two-day sessions would include:

DAY 1 MORNING

I. BLUEPRINTING
“Planning your Account Strategy”
• Quick-Qualifying the prospect; eliminating “Time Wasters”
• Outlining information necessary to blueprint an Account strategy --
• Formalizing a Prospecting & Sales strategy for New Business
• Opening Accounts who don’t “see “ the need to use CURTIS products
• How to enhance the Account’s perception of the Account Manager as
a Consultative Problem Solver
• Identifying causes of New Call Reluctance
• Accelerating the Selling Process, sophisticated enough to crack even the
most hardened Buyer’s (even Purchasing Agents’) facade

II. ESTABLISH RAPPORT AND TRUST
“Making a Favorable First Impression”
• Getting into comfortable conversation
• Keys to building Relationships inside the Client Organization
• Versatility - adapting to the sales situation
• Gaining and keeping Prospects’ attention
• Building Rapport with the Executive & Purchasing Committees
• Establishing down > top sales strategies -- CEO, CIO, CFO, et.al.
• Deployment of an easy and affordable Lead Generation system . . . within the Account and on to the next
• Creating an aura of Competence & Trust

III. AROUSE INTEREST
“Eliminating ‘I’m not interested.’”
• Opening the closed minds to CURTIS ideas
• Developing a compelling Corporate or Product Presentation
• Selling Prospects on the “Next Steps” in EACH STEP OF THE CURTIS SELLING CYCLE
• Tactical approaches designed to access the busy Prospect
• Understanding and selling to Vertical Markets -- the development of Vertical-Market-focused sales messages; for you, that is:
‚ Automotive
‚ Other Industry

DAY 1 AFTERNOON

IV. UNITS OF CONVICTION
“Communicating the CURTIS Advantage”
• Getting ahead of your competition
• Analysis of Major Competitors -- the ”Winning Mindset”
• Handling competitive objections like:
“I can get these products for less from _____!”
“We’re working with _____ right now.”
“We have been satisfied with _____ for years.”
“Changing is too much of a hassle.”
”Your listed prices are always higher !”
• Using Forms of Evidence defeats disbelief
• Features, benefits and claims that are applicable to THAT BUYER THAT DAY
• Developing a well-prepared Product Presentation
• Presenting the “Big Picture” to Top Management . . . effectively
• Paying attention to a key management discipline in the 90’s:
“Making it easy for the customer to buy.”
• Cost justification -- the price is right; it is vital for the Top Producer
to “Know their VALUE, Sell their VALUE, Price their VALUE.”
• Sales Negotiating using “Real World” skill sets

V. THE TRUE SECRET OF CLOSING
“Knowing When to Close”
• Determine the Prospective Client’s Temperature
• Ensuring continuing relationships through Decision-Making
without Manipulation
• Improving listening skills; knowing WHAT TO LISTEN FOR
• Being observant
• Cut selling time in half . . . see more Accounts . . . close business faster

VI. LET THE CUSTOMER BUY
“Order Asking Questions”
• Getting favorable decisions without pressure
• Creating the climate for a mutually beneficial decision-making process
• Making the decision easy for Prospective Clients
• Setting the stage for future business; a “Clients . . . Forever” mentality

DAY 2 MORNING
VII. FINDING THE REAL OBJECTION
“Lose the Fear of the Explosive ‘No !’”
• Don’t answer objections that do not exist
• Persist without upsetting the Prospective Client
• You cannot “overcome” objections
• Keeping the prospect on track in the long sales cycle
• Remain in control, but not obvious control
• Developing Empathy – handling objections, concerns and complaints

VIII. WELCOMING OBJECTIONS
“Reducing the Impact of Prospects’ Concerns”
• Verify the real objection
• Lower emotion so that you can sell
• Learn how to classify, handle and get by all common objections encountered by CURTIS Business-Builders
      “We would rather buy our products from a local supplier.”
     “The decision will be made solely on price.”
     “We cannot afford this !”
     “What makes CURTIS better?”
     “You have enough of our business already.”
• Making handling objections a process so that one can analyze whether
they are right or wrong in their approach
• Identifying the Client’s Arsenal of Obstacles -- Bureaucracy, Committees, Quotes, “Approved” Vendor Lists, etc. –
and how to “blow them away”

DAY 2 AFTERNOON

IX. GETTING APPOINTMENTS
“The Telephone as a Sales & Customer Service Tool”
• Losing the fear of the phone
• Knowing why Sales consultants are rejected on the phone
• How to justify the busy Executive’s time
• Eliminating excuses for not seeing the Account Representative
• Tactical plans for handling Voice Mail and the screening Secretary

X. THE STRENGTH OF EMOTIONAL APPEAL
“Creating Desire”
• When Logic and Emotion are in conflict, Emotion always wins !
• Make the Buyer aware of their financial Problems and Opportunities
• Letting the Prospects see themselves benefiting from the CURTIS relationship
• Gaining an advanced understanding of the Dominant Buying Motive . . . after all, it is “Why Buyers Buy”

XI. GOALS
“The Secret to your Success”
• Tying your goals and CURTIS Objectives
• Organize your habits and your time
• Long-term and short-term goals
• Action Steps: “I will increase my production by . . . “

"Our success is measured by your improved performance."

Lee DuBois Technologies
1025 Arlinbrook Drive
Trinity, FL 34655

1-800-658-0055
Email:

"The Executive Account Management Training "

"Our success is measured by your improved performance."

Lee DuBois Technologies 1025 Arlinbrook Drive Trinity, FL 34655

1-800-658-0055 Email:

Lee DuBois Technologies
1025 Arlinbrook Drive
Trinity, FL 34655

1-800-658-0055
Email: