Consultative Selling and Key Account Management

Introduction to Consultative Selling

• Overview of Consultative Selling: Concept, importance, and differences from traditional selling.
• The Buyer’s Journey: Understanding customer decision-making processes.
• Role of the Sales Professional: Building trust and acting as a trusted advisor.

Understanding Customer Needs and Solution Selling

• Needs Analysis Techniques: Asking the right questions and active listening.
• Problem Identification: Diagnosing client challenges and opportunities.
• Solution Development: Aligning products and services with customer needs.

Communication and Relationship Building

• Effective Communication Skills: Verbal, non-verbal, and presentation techniques.
• Building Long-Term Relationships: Trust, credibility, and customer engagement.
• Negotiation Skills: Creating win-win outcomes and handling objections.

Key Account Management Fundamentals

• Identifying Key Accounts: Criteria for selecting strategic clients.
• Account Planning: Developing tailored strategies for high-value clients.
• Stakeholder Mapping: Understanding decision-makers and influencers.

Managing and Growing Key Accounts

• Account Development Strategies: Upselling, cross-selling, and value addition.
• Customer Retention Techniques: Enhancing loyalty and satisfaction.
• Performance Monitoring: Tracking account growth and profitability.

Sales Strategy and Performance Management

• Sales Planning: Setting targets, forecasting, and pipeline management.
• Performance Metrics: KPIs for sales effectiveness and account success.
• Time and Territory Management: Optimizing sales efforts and coverage.

1ST BATCH: Tuesday, January 27, 2026 — Friday, January 30, 2026.

2ND BATCH: Tuesday, May 19, 2026 — Friday, May 22, 2026.

3RD BATCH: Tuesday, September 15, 2026 — Friday, September 18, 2026.

The training methodology integrates lectures, interactive discussions, collaborative group exercises, and
illustrative examples. Participants will acquire a blend of theoretical insights and hands-on practical
experience, emphasizing the application of learned techniques. This approach ensures that attendees return
to their professional environments equipped with both the competence and self-assurance to effectively
implement the acquired skills in their responsibilities.