The most profitable part of the new business machine is growing existing accounts. Often due to the fast pace of agency work, it is easy to get caught up in day to day account maintenance. This session helps the team look at their client interactions with a different perspective. Typical components include:
  • Turning problems into opportunities. Changing the mindset from “it is not our fault” to “we can help you solve that problem”
  • Understanding how to create client partnerships, not just relationships
  • Introducing probing and questioning techniques that uncover the size and urgency of an opportunity
  • Understanding what a typical client opportunity sounds like in the course of meeting
  • Becoming more comfortable when presenting a potential solution
  • Increasing persuasiveness
  • Learning to listen beyond words for client motivations and needs

 

 

 

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