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TRAINING DETAILS

Program synopsis

key account management skills training malaysia

Key accounts are the life blood of your business. Effective key account management is essential to creating and maintaining a successful organisation. A key principle of relationship marketing is the retention of customers through varying means and practices to ensure repeated trade from pre-existing customers by satisfying requirements above those of competing companies through a mutually beneficial relationship. This technique is now used as a means of counterbalancing new customers and opportunities with current and existing customers as a means of maximizing profit and counteracting the "leaky bucket theory of business" in which new customers gained in older direct marketing oriented businesses were at the expense of or coincided with the loss of older customers.

Who should attend

This program will benefit all sales staff, their managers, supervisors, leaders, and those who wish to improve their understanding and skills in relation to the application of key account management principles.

Program objectives

Upon completion of this program, you will be able to:

Plan and Structure customer contact more effectively
Understand the elements of consultative communication and improve skills in this area
Discover opportunities to guide customers towards suitable products to fulfil their needs
Improve probing and listening skills
Make a conscious effort to understand the customer’s business environment before, during and after the call
Be genuinely interested in the customer’s questions and remarks in order to continue 2-way communication for longer periods of time
Build better relationships with customers using empathy
Recognize each customer’s unique personality and adjust accordingly
Be smart about buying signals but practice patience in the voice tone
Understand various types of probing questions and be able to apply suitable questions according to the flow e.g fact finding questions, leading, requesting for decision etc.

Methodology

Materials: Notes, Bullet point presentation. Delivery: Power Point notes Flip chart. Group discussions. Case studies. Practical cases and group exercises.

Training & Testimonial Videos
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Training video in Pakistan
Delivery in Urdu & English
Developing Customer Centricity





Testimonial from zameen com
Pakistan's largest property portal




Customer Care Training
Touch n Go

According to Dash, the training was fantastic. She had a good time. Even though she has been in the Service industry for 15 years, she felt she still learned new things during this program. To her, the highlight was Shahrukh's L.I.S.T technique to create a smooth conversation flow with the customer. Hence, enhancing customer convenience in interacting with us.



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Affin Bank Berhad

Testimonial for Shahrukh's telesales training. One week after the training, an interview with the Head of Telemarketing at Affin Bank - Mr. Prem Kumar, about the training impact and increase in sales.



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Google & alibaba.com

How Shahrukh's Consultative Sales training approach helped Google Adwords and alibaba.com sales teams increase revenue. Here is what their ace performer has to say about his customer interaction after the training. Watch the video.



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Coway Malaysia

The live chat customer support team at Coway Malaysia feels that this program will help them improve their level of communication. Also, the short cuts / canned messages developed in the classroom will help them communicate with their customers at a more human level. The previous shortcuts lacked feeling or the human touch.



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A tough debt collection situation. These finance company collection agents are collecting debt from blacklisted customers. This involves training on elements of persuasion beyond a basic collection approach. How did their life become easier while collecting from such individuals after Shahrukh's training? Watch the video.


OUR VISION
Facilitating Customer Delight through Professionalism in Human Capital Development

OUR MISSION
To provide leading edge customized training solutions in each campaign
To develop an experienced team of consultants with impeccable knowledge and experience in their relevant areas of expertise

OUR VALUES
Honesty, Integrity, Sincerity

Our Expert Trainers
Our trainers are PSMB Certified. They possess vast relevant experience in their own specific fields as practitioners and trainers. Each comes with an impressive list of clients whom they have personally rendered their training services to. Trainer profiles are attached with each training proposal sent to clients.
corporate training in malaysia

Shahrukh Moghal - Managing Consultant
Quality Input Resources Sdn Bhd
Unit 13-G, Jalan OP 1/2,
1 Puchong Business Park, 47160,
Puchong, Selangor, Malaysia.
M: 0123278240 Email: shahrukh@contactskills.com
web: www.contactskills.com
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