The Exchequer© Method
Our innovative method for increasing sales
with key accounts and complex environments
Cette formation est éligible au financement public FNE-Formation. Elle est également certifiée Qualiopi par Bureau Veritas.
Cette formation est éligible au financement public FNE-Formation. Elle est également certifiée Qualiopi par Bureau Veritas.
Key Account Sales:
Where do you stand?
Key account sales techniques are complex, combining responsiveness, negotiation and co-construction with the customer.
A key account sales person must be able to manage the complexity of a business effectively, in order to propose the most appropriate project to the prospect.
Face à ce constat, où situez-vous votre équipe commerciale ?
Si :
- Le niveau de transformation de vos commerciaux est insuffisant sur ce type de comptes…
- Vos commerciaux subissent le process du client plutôt qu’ils dirigent les échanges…
- Vos commerciaux manquent d’interlocuteurs au sein de ces comptes pour augmenter les chances de succès…
Alors nous pouvons vous accompagner dans l’optimisation de votre approche Grands Comptes !
From chess... to key account sales
Perhaps you've seen the series " Le Jeu de la Dame" (The Queen's Game)?
In this series, we see the heroine make her mark in the closed world of world chess champions, thanks to her hard work, audacity andin-depth analysis of her opponents.
The Chessboard Method will enable you to develop a similar mindset and methodology in order to :
Master business analysis and management methods to increase your sales transformation rate .
Better anticipate and define the best next actions at each stage of the game
Master the rules of behavior and how to develop in a multi-interlocutor environment
From chess... to key account sales
Perhaps you've seen the series " Le Jeu de la Dame" (The Queen's Game)?
In this series, we see the heroine make her mark in the closed world of world chess champions, thanks to her hard work, audacity andin-depth analysis of her opponents.
The Chessboard Method will enable you to develop a similar mindset and methodology in order to :
Master business analysis and management methods to increase your sales transformation rate .
Better anticipate and define the best next actions at each stage of the game
Master the rules of behavior and how to develop in a multi-interlocutor environment
Our dedicated training
Using the analogy of a chess game, master theagile approach to key accounts.
The program includes :
Apports sur les 10 règles du jeu et les outils d’analyse de compte
Découverte des “pièces du jeu” et des “règles de mouvement” pour maîtriser l’échange
Jeux de rôles portant sur les compétences liées à la négociation et aux réunions d’investigation de comptes
Mise en œuvre de la stratégie de conquête Grands Comptes
Investigation of real-life accounts and input on the process of deciding the best course of action
Our dedicated training
Using the analogy of a chess game, master theagile approach to key accounts.
The program includes :
- Introduction to the 10 rules of the game and account analysis tools,
- Discover the game pieces and the rules of movement to master the game,
- Role-playing on negotiation skills and account investigation meetings,
- Implementation of the key account strategy,
- Investigation of real-life accounts and input on the process of deciding the best course of action
Our training program
Session 1
The aim of the game and equipment
Session 2
Key data for playing and starting the game
Session 3
Entering the account and qualifying the case
Session 4
Deal proposal and closing
Session 5
Account review and business investigation
5 sessions synchrones de 2h ou 2 jours en présentiel
Our trainers
Former Sales Directors, Key Account Managers, high-level Business Developers, Customer Relationship Managers...
All our trainers have over 15 years' experience and are qualified to advise you on the sales and marketing issues you encounter on a daily basis.
They are also trained in the fundamentals of our Quality Charter. Each trainer is certified in his or her field of expertise. So we can offer you the most appropriate support, provided by a pool of experts in tune with your work plan.
Former Sales Directors, Key Account Managers, high-level Business Developers, Customer Relationship Managers...
All our trainers have over 15 years' experience and are qualified to advise you on the sales and marketing issues you encounter on a daily basis.
They are also trained in the fundamentals of our Quality Charter. Each trainer is certified in his or her field of expertise. So we can offer you the most appropriate support, provided by a pool of experts in tune with your work plan.
What our customers say at the end of the course
96%
82%
We feel that the training has enabled our employees to develop more agile sales skills in a complex environment, which also enhances their potential for advancement within our company, as well as on the job market!
What's more, the Active Training format of the course enabled our employees to acquire the tools we use internally (vouchers, account movements, scoring grid).
It's the drive they show on complex files that has become more visible. They are more autonomous, more precise, more demanding of themselves and probably also of their customers, without losing any of the quality of the relationship.
I hope that this trend will continue, because this training course has almost given birth to a new team!
Further information
Learn more about theChessboard Method and the analogy between chess and key account sales in this webinar hosted by Fabien Comtet, founder and President of Kestio.
In the "Le Jeu de la Dame" series, Fabien deciphers the characteristics of complex selling and provides business lessons for your organization!
Would you like to talk to an advisor?
Our team of experts is here to advise you.
Fill in this form and we'll get back to you as soon as possible!
Would you like to talk to an advisor?
Our team of experts is here to advise you.
Fill in this form and we'll get back to you as soon as possible!