Building Business Partnerships



Objectives

In this fascinating course participants will learn how to employ Solution Selling Strategies to develop Key Accounts to their full potential as business partners. A win-win “Business Partnership” is defined as: A situation where both manufacturer/supplier and the Customer are an essential part of each other and each party is working to support the objectives of the other in a win-win relationship.

Target Audience

External Salespeople: Sales Management: Marketing.

Key Learning Outcomes:

Case Study

Developing a business partnership with a strategic account where competing suppliers have a large share of the business.

At the end of this course participants will be able to:

  • Complete all stages in the solution selling process.
  • Develop strategies to obtain, maintain and/or develop key accounts.
  • Identify strategic accounts that provide opportunities for win-win business partnerships.
  • Design and implement a territory profit improvement plan.
  • Implement solution selling strategies.
  • Conduct an audit of past performance and forecast the future innovations are required to develop the business partnership approach.
  • Prepare a S.W.O.T. analysis on each potential business partner to identify strengths, weaknesses, opportunities and potential threats that may be an obstacle to progress.
  • Research the REAL needs of the Customer.
  • Develop a unique selling proposition.
  • Recognise opportunities to strategically develop the Customer's business with a focus on improving overall business efficiency.
  • Measure the sales processes employed to gain an accurate assessment of the account development potential.
  • Present a business partnership solution as a unique selling proposal that provides added value and supports the business objectives of the Customer.
  • Negotiate a win-win settlement that provides opportunities for continual growth and add-on sales opportunities.