In a sales environment as competitive as intermediary sales it is all to easy for the IFA to hold the agenda i.e. they have a number of companies they can use and as a result can become more demanding of both the Account Manager and company. It is all too easy for an Account Manager to give away services without any expectation of return.
For a professional business relationship to exist, the Account Manager needs to know:
- The true potential of an account/RI
- What the Account Manager and Product Provider has to negotiate with and the value of that to the IFA/RI
- How to conduct a WIN WIN negotiation
Additionally, the ‘relationship’ element is essential in moving towards a business partnership with the IFA/RI. What approach and style should the Account Manager use with various RIs?
Momenta b2b provide framework support which includes:
- A simple model for identifying RI types
- How to deliver sales presentations
- How to structure sales presentations
- Pre and post appointment activity
- Negotiation skills
- Why negotiate; concession v negotiation
- A negotiation process
- What is negotiable
- How to agree payoff with IFA
- Reviewing negotiated outcomes
We will work in consultation with you to tailor these tools and skills to meet the exact requirements of your business. |
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