Developing healthy relationships with clients and stakeholders are fundamental in running a successful sales strategy within an organisation. This program covers several aspects of client relationships from first contact through to maintaining and improving those relationships over the longer term.

Overview

Building relationships and effective account management form the basis for successful sales strategy in an organisation. This program focuses on ways to build successful stakeholder engagements, close sales, retain business and increase referrals through the effective servicing and management of one-on-one relationships with clients. The interpersonal aspects of developing mutually beneficial relationships are covered with reference to relationship management models designed to maximise – Return on Relationship (ROR).

Who Will Benefit

Account managers, client relationship/liaison managers, sales executives/representatives and technical people who support the sales process in a client-facing role.

Program Content

  • Defining client relationships
  • Benefits of developing strong client relationships
  • Communication and relationship building
  • Exploring client and stakeholder social preferences and your versatility
  • Planning to build relationships via mapping and prioritising
  • Developing client loyalty
  • Using social media and CRM (Customer Relationship Management) tools
  • Identifying and improving your NQ (Network Quotient) through self-assessment
  • Valuing and acting on client criticism and feedback
  • Measuring client satisfaction.

Learning Outcomes

Participants should be able to:

  • Initiate interpersonal communication with clients
  • Establish client relationship management strategies
  • Maintain and improve ongoing relationships with clients
  • Build and maintain networks.
Program code 206
Duration 2 days
Time 9:00 AM - 4:30 PM
Dates
  • 03 - 04 December, 2018
  • 06 - 07 February, 2019
  • 30 - 31 May, 2019
  • 01 - 02 August, 2019
  • 10 - 11 December, 2019
Location AIM WA Floreat
* Minimum numbers are required for program to proceed
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    Limited spaces
    Please contact AIM WA Client Services on (08) 9383 8000 for booking information.

    *Prices Include GST

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