Cultivating Client Loyalty through Executive Selling Workshop

Overview

Cultivating Client Loyalty (CCL) is a one-day, fast-paced interactive workshop that focuses on helping professional salespeople develop an understanding of the impact of client loyalty and to then create loyalty-based relationships with senior executives in client organizations.

Learning is supported by a compelling business case about a global manufacturer, RTC Technologies, and how the lack of cultivating client loyalty could result in losing future sales opportunities to a number of competitors, as well as the more important loss of a long-term client relationship. Participants study and review the case study as part of the pre-course assignment and then apply activities against the case study during the workshop.

Who Should Attend

Professional salespeople, account teams, and business development executives who need to create and leverage loyalty-based relationships with senior client executives.

What You Will Learn

In just one intensive day, your sales teams will have accomplished the following...

• Select the right executives in the client organization to focus on to build loyalty-based relationships
• Use perceptive questioning techniques to uncover where your company's solutions can deliver the most value 
• Utilize tools like the Executive Call Plan and the Executive Presentation Guide to optimize loyalty-based relationships
• Describe and communicate value to executives in the client organization on a consistent basis, so as to cultivate loyal relationships
  

Take a Closer Look

Download our one-page CCL Flyer for a high-level overview of the CCL Workshop. Download our detailed Design Document for an in-depth look at the workshop details, including workshop objectives, module content and more information about the support materials and tools that accompany the workshop.

Participants also leave the workshop with a comprehensive Internet Resource Guide, which facilitates their ability to navigate the Internet and utilize a variety of other sources to obtain pertinent information about their individual client companies, the client's industry and the client executives they may be calling on.

To learn more about how the Cultivating Client Loyalty through Executive Selling Workshop and the accompanying tools can benefit you and your sales organization, call (404) 256-1801 in the United States or complete our Workshop Inquiry Form .