In the highly competitive world of the Australian hardware industry, where major retailers dominate the market, having a strong account management team is essential for success. Account managers are the critical link between your business and your retail clients, and their ability to build relationships, communicate effectively, and handle challenges can make or break your brand’s reputation.
Our one-day intensive training workshop is specifically designed for account managers servicing the Australian hardware industry. With a focus on real-world challenges, this workshop equips teams with the skills and insights needed to thrive in this demanding competitive space.
Key Components of the Workshop:
- Psychological Profiling: Know Your Customers Better Understanding the personalities and preferences of your customers is key to developing strong, lasting relationships. Our workshop introduces psychological profiling techniques using DISC Profiling, allowing account managers to quickly assess and adapt their communication style to match the needs of major retailers. By recognising customer behaviours, account managers can build rapport, improve negotiations, and drive results with major retail clients.
- Advanced Communication Skills: Make Every Interaction Count Communication is at the heart of account management. Our training focuses on advanced communication techniques that enable account managers to deliver clear, concise, and persuasive conversations. Whether they are pitching a new product line, addressing concerns, or simply maintaining regular touchpoints with retailers, these skills are critical for ensuring that key messages resonate and drive action. The team will gain a full understanding of asking open questions and active listening skills.
- Handling Objections: Turning Challenges into Opportunities Objections are inevitable in account management, especially in the hardware sector, where product specifications, price negotiations, and supply chain concerns often arise. Our workshop provides account managers with proven strategies for handling objections with confidence. Instead of seeing objections as roadblocks, participants will learn how to navigate them smoothly, transforming potential conflicts into opportunities for further engagement.
- Territory Planning: Maximise Your Reach Efficient territory management is crucial for account managers who cover large geographic areas or handle multiple retail chains. Our workshop offers insights into effective territory planning, ensuring that your team can prioritise their efforts, allocate resources wisely, and make the most of their time in the field. By optimising their territory plans, account managers can increase sales, improve customer satisfaction, and streamline operations.
- Dealing with Difficult Customers: Maintain Professionalism Under Pressure Difficult customers are part of the hardware industry, whether it’s a retailer unhappy with delivery times or one with high expectations around product performance. Our training equips account managers with the skills to stay calm under pressure and maintain professionalism, even in challenging situations. With strategies for de-escalation and problem-solving, your team will be better prepared to resolve issues without damaging relationships.
Why Choose Our Workshop?
This tailored training is specifically designed to address the unique challenges of the Australian hardware industry, particularly for those servicing major retailers. Whether your team is negotiating with national chains or dealing with high-volume independent stores, this workshop offers practical tools and strategies that can be immediately applied.
Participants will leave with a deeper understanding of their own strengths, improved communication skills, and the confidence to handle objections and difficult customers. They’ll also gain practical tips for territory planning that can lead to higher sales and improved customer satisfaction.
Boost Your Team’s Performance Today
In an industry where competition is fierce and retailers demand the best, equipping your account management team with these advanced skills can be a game-changer. Our one-day intensive training will give your team the tools to thrive, ensuring that they are not just managing accounts but building lasting relationships that drive business success.
If you’re looking to take your account management team to the next level, get in touch today to learn more about our workshop and how it can benefit your business. Let’s create stronger partnerships with major retailers and set your team up for long-term success.
Download our sample DISC Sales Profile to see how impressive these reports are and how they help top companies gain a competitive advantage.
Contact The DISC Agency on 1300 690 469 or support@thediscagency.com.au to learn more about our range of account management training solutions across multiple industries including FMCG, Medical, Pharmacy, Real Estate, Wholesale, IT, Automotive, Fashion and Education.
