The Exchequer© Method

Our innovative method for increasing sales
with key accounts and complex environments

Discover our dedicated training course

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.

Do you recognize yourself in any of these situations?

  • The level of transformation is insufficient for key accounts...
  • We undergo the customer's process rather than directing exchanges...
  • There is a lack ofcontacts within these accounts to increase the chances of success...

Then we can transform your methods and optimize your results with a key account approach !

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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 :

1

Master business analysis and management methods to increase your sales transformation rate .

2

Better anticipate and define the best next actions at each stage of the game

3

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 :

  • 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
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chess game

Our training program

Sequence 1

The aim of the game and equipment

Sequence 2

Key data for playing and starting the game

Sequence 3

Entering the account and qualifying the case

Sequence 4

Deal proposal and closing

Sequence 5

Account review and business investigation

2 intensive days + coaching 

or 5 x 2h video sessions + 10 learning capsules and inter-session challenges + coaching

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What our customers say at the end of the course

Optimization of conversion rate on business
Increase in value of business

96%

from satisfied customers with training

82%

of our learners complete the course
We have observed a qualitative impact on our employees' sales approach, with a significant evolution in their analytical skills and account approach. They are now able to identify the different parties involved in a decision and to manage the different stages in the progression of their business.
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).
Nicolas Nauche - Kestio training "Developing an agile sales approach for key accounts".
Nicolas NaucheExecutive Vice President, Awin AG
The first thing I notice is a more structured and adaptive vision of the business my colleagues are working on. Their ability to characterize the interplay of players and influences on a case has become a permanent subject. They now challenge each other to make sure they understand the behavior of a particular contact, without even asking me!
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!
Jérôme Musset - Kestio training "Developing an agile sales approach for key accounts".
Jérôme MussetBurocopy dealership manager

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.

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KESTIO EXPERT 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!

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