Target Account Planning Strategies (TAPS)

Target Account Planning Strategies - TAPS is a proven business growth and sales strategy system which identify key opportunities and utilizes them in a step by step plan for improving cycle time and frequency of sales success. The result is a more efficient and effective sales approach to keep sales professionals' time allotted to the highest impact activities.

Target Account Planning Strategies - TAPS is designed to leverage the skills and methods introduced in the workshops of Dimensions of Professional Selling (DPS) to further hone excellent sales skills and elevate your company to "Preferred Position" among targeted accounts. This dynamic, hands-on program allows participants to use real target accounts to apply the account planning and analysis methods taught to the development of an action plan specific to your company.

TAPS Program Overview

• Successful introduction of new products and their unique services to targeted customers
• Further penetration into customer’s organizations
• Insulation from vigorous competitive activity
• Increased acquisition of new customers
• Prevention of price erosion in existing customer relationships

The Target Account Planning Strategies (TAPS) program includes the following components designed to leverage the sales skills and methods introduced in Dimensions of Professional Selling Program to faster the acquisition of investment-grade accounts and elevate your company's position in its targeted accounts to "Preferred Position".

Moving Ahead with Target Account Planning Strategies

Carew facilitators begin with establishing the goals for the workshop, tying target account planning to your company's discipline and leveraging The Position Progression Model.

Results Producing Behaviors

Essential sales skills and methods initially learned from DPS, including listening, "odds are", Positional Selling, LAER, personality orientations and Jadik Matrix are reviewed in fun and experiential lecturette. Particular emphases are made on those areas which will be used as a part of the TAPS account planning system.

Adding Dimensions to the Positional Selling System

The core learning of TAPS begins by taking the Exploratory and Presentation processes to another level. Key activities include:

• Creating a list of all potential decision-makers and their roles in the decision, and matching them as per potential     business needs based on those roles.
• Learning a questioning process for taking a decision-maker beyond the discovery of his/her current needs and     helping to pull them into the future as it pertains to your solutions.
• Paralleling your solutions to their future needs and their customers future needs.

The Target Account Plan

• Participants are now ready to review the "Sales Cycle". Decision makers go through before awarding major    pieces of business. They become aware of customers perceive that they need different types of relationships with    their suppliers and to make them most effective, they should understand how to define the desired relationship    and how to proceed once they do.
• Each participant is asked to start creating a plan for a real target account based on the information they bring    with them. This tool becomes the "roadmap" for developing a complete Action Plan with dates, responsibility    assignments and milestones.

Negotiate Your Way to Success

• Finally, participants are asked to keep aside their preconceived notions of the negotiation process and openly    examine some new ideas about negotiation. This highly interactive negotiations simulation is interspersed with    individual and group activities that illustrate the conceptual and tactical elements which are necessary to conduct    and conclude to a win-win exchange.
• A customized team role play provides participants the opportunity to practice the complete negotiation process    from preparation via the exploratory and presentation stages, to finalizing the agreement. In this module,    participants will explore how the various levels of position will affect the win-win negotiation process.

Summary

Target Account Planning Strategies (TAPS) is an action challenge sales development initiative resulting in masterful execution, detailed sales call planning with rigorous follow-through. It results in new business opportunities, profits and expanded market share. TAPS represents critical path to be implemented for new business development goals in selected target customers.

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