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Customer Acquisition & Penetration of Key Accounts

Objective of this Program

This Program is designed to help you identify new prospects and optimize relationships with existing customers. It will help you achieve and sustain increases in profits, sales and service quality. This is a practical program with suggestions that are usable and can be implemented immediately to deliver results.

A series of role plays and activities are rolled into the program to give you a first-hand-feel of the challenges of customer acquisition. It also gives you an experience of implementing the learnings.

Target Audience:
A sales manager, relationship manager, customer acquisition manager or anyone who is looking to grow his business by customer acquisition and penetration of key accounts.

Programme Content-
The workshop will cover the following
aspects in depth:

Day 1
Goals and Objectives of the Program
* An overview of how the market is evolving globally

The Art of Communication - Activity.

Differentiating Your Offering
* Differentiation of your Organisation from Competitors
* Differentiation of you as an Investment Manager
* Scriptwriting techniques

Techniques for Customer Acquisition
* Top Five Micro Marketing Techniques
* Top Five Client Benefits
* Windows of Opportunity
* Top Five Competitor Insights

Referral and Lead Generation Plan
* Lead Generation
* Referral Generation-how and where to get referrals
* Pre-qualifying Leads

Handling Personalities
* Four personality types - Role Play
* Techniques of handling different customer personalities

Pre-call Letter
* The Initial Tele-contact
* The Elevator Speech

Day 2
Overcoming Call Reluctance
* 5 Steps to overcome Call Reluctance
Overcoming Objections
* Role Play - Dealing with objections
Why Customers Object
* Top Five Doubt-creating Questions
* Principles of overcoming Objections
* The Unsaid Objections
How to dislodge competition
* Strategies, Do's and don’ts
* Post Sale Objections
* Bringing them back on track - Activity

Preparing for the Interview/Appointment
* Top Five Research Requests
* Ask for Financial Statements
* Presentation Research, Pre-Call Plan
* Hosting the Prospect
* Role Play - Joint Call
* Role Play - Angry Customer - Service Recovery
* How to handle service issues

The Interview Appointment -Closing the Sale
* Ten Steps to the Consultative Interview / Appointment
* Finding Common Interest
* Statement of Purpose
* Anonymous Reference Scripting
* Needs Discovery
* Minimum Support Material
* Making the Transition from the Competitor
* Closing the Sale
* Positive buying Signs

Timings: 9:30 am - 5:30 pm , Registration begins at 9:00 am

How to Register:
* Fees: Rs. 12,500/- +10.3 % service tax per person
* Please write to register@princetonacademy.in / Call -022 66976892
* Mention the name of participant, company, contact details .
* Cheque favouring Princeton Academy Mumbai II Pvt. Ltd. payable at Mumbai.
* Fees includes lunch, tea, course material etc.

Service Tax No- AAECP5617MST001

Ms. CHETNA VASHISTH

Ms. CHETNA VASHISTH
* is a Post-Graduate in Personnel Management and I R from XLRI, Jamshedpur.
* She has over 9 years of experience in relationship management in the Corporate Banking and Investment Banking groups of ANZ Grindlays and Standard Chartered Bank.
* She is visiting faculty at IIM Bangalore, IIPM Mumbai, NMIMS and NITIE.
* Her areas of expertise are Business Development, Relationship Management, Key Account Management and she has also conducted workshops in the areas of Corporate Grooming, Communication and Etiquette.

Two or More Day Programme

The Lalit,
NEW DELHI

From 09-Sep-2010 To 10-Sep-2010

Princeton Academy Mumbai II

Princeton Academy Mumbai II was set up in 1997 to fulfill the growing need felt by Indian organizations for equipping their managers and executives with latest business ideas.

It received extensive academic support and advice from Prof. Sonjaya S Gaur of S.P. Jain Institute of Management & Research ( currently with IIT, Bombay-Shailesh .J. Mehta School of Management) and industrial insights from Mr. K.L. Batra -CEO Jenson & Nicholson - Industrial, in it's establishment.

Since 1998 the academy has also received support and advice from Prof. Bala V. Balachandran , distinguished professor of accounting and information systems at the Kellogg Graduate School of Management, Northwestern University, USA.

Besides them many other eminent personalities from industry and academia have been advising Princeton Academy Mumbai II in it's activities.

Princeton Academy Mumbai II has successfully conducted over 500 workshops and seminars on themes relevant to the Indian business Scenario.

The focus of these unique programmes has always been on value creation in very well defined areas.

Princeton Academy Mumbai II 502 Shalimar Morya Park, Andheri Link Road, Andheri West, Mumbai- 400053. Tel- 022-66976892, 67256200. Delhi- 9312715500. Fax- 26733060 email- admin@princetona.in Website- www.princetonacademy.in Service Tax No- AAECP5617MST001