Account Management: Maintaining Relationships

Learn how to strengthen and develop a relationship from a value-adding acquaintance to a genuinely trusted business partner.

Introduction

• Introduction and what's in the course
• Why is this important?

1. Relationship Selling

• Make it personal
• Keep it professional
• Become an active listener
• Two-way referring

2. Meeting and Treating Them

• Treat them
• Meet them
• Keep it regular
• Avoid bribery

3. Automating

• Set reminders
• Going rotten timers
• Document everything

4. Recovering

• Not delivering on promised value
• Owning your mistakes
• Making it right
• Don't let it happen again

Conclusion

• Conclusion