The ability to establish deep, trusted advisor relationships clients is the cornerstone of building and retaining exceptional client accounts. Against the backdrop of our agreed market approaches and tools this program takes participants beyond individual areas of expertise to engage clients across broader business issues and incorporating the multiple services on offer.
The program aims to identify and target high impact connections for pipeline growth, build trust with clients through high quality communication and work together to maximize every opportunity and grow the business.
• Trusted advisor
• Developing versatility
• Developing broader business conversations
• Questioning techniques
• Deep listening skills
• Framing client conversation
• Compelling value proposition
• Closing techniques (Magic of If and double bind)
• Framework to help categorise and prioritise contacts
• Identify the key levers of trust in client relationships and how to build it quickly.
• Increased confidence to ask for referrals, meetings and opportunities
• Ability to demonstrate versatility with clients.
• Practical framework to conduct business focused conversations
• Ability to learn more about clients.
• Develop strategies to grow existing clients
• Illustrate effective listening and questioning techniques to uncover client needs, future opportunities, hidden agendas, fears and value drivers
• Ability to close sales
• Construct and communicate thinking on broader business opportunities and engage confidently outside of expertise
1 Day or 2 x 1/2 days
This program is suitable for client facing staff with key account and business development responsibility.
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