Training - C-Level & C-Suite Selling
C-Level & C-Suite Selling Tips 25
Build Relationship Plans to Capture 100% of
What is an account plan and why is it
account plan is a compilation of relationship plans for the key
executives of that account.
See, an account is a group of individual senior
executives and influential people that work for that company or
Simplistically an account is the people.
This means the account plan is made up of relationship
plans for the profit-center leader and his or her staff of how
you and each of them will continues working together for the
benefit of each other.
It’s necessary because with out these
individual relationship plans you may get someplace, but it may
not be where you’d like to be.
Therefore, plan where you’d like to be and you’re more
likely to get there than by leaving it to chance.
Plan with the other person and your odds increase
These plans will eventually lead to a series
of actions and dates that will be your roadmap for managing this
accurately, it will be your roadmap of managing the individuals
that are the account. However, this is not a one time event.
People move, conditions change, problems occur.
That’s why regular interactions to review and update
plans are critical – 3 months, 6 months, …, you and your
executive should decide and commit.
Create your relationship plan – on paper –
where you’ve been and where you both hope to be.
Discuss each others’ expectations?
You want more information, more referrals and more
business. Who knows
what your executive wants, unless you ask.
Determine the actions and resources required for your
expectations to happen and to make your two companies stick
who’s going to do what and by what dates.
Keep it simple yet formal.
Again, this is not something you do by yourself or with
your internal team.
The clients’ executives must put this together with you.
Make the interactions fun. Bring in new
people and use different venues.
This is the time for entertainment and dinners.
Keep it alive, yet professional.
Review progress on the actions.
Revamp them if necessary.
Create new actions.
Conjure up programs and initiatives.
Review programs that are not yielding returns and
These plans may sound tedious, but these are
actions you casually do already.
Besides, it will give you a reason to get together and
make those discussions meaningful to both of you.
What’s different than your casual get-togethers is the
number of executives that need to be covered, and their active
participation in building the expectations and actions.
So that you are not overwhelmed, assign members of your
company individual executives as their responsibility.
Here’s why this is important.
If you heard from your main contact that the company was
switching to your competitor, what would you do?
You’d probably do everything possible to get to higher
level executives to see what actions you could take to prevent
your loss of his or her business.
instead of waiting for this catastrophe, be proactive and
prevent it from happening.
Remember, your competitors are constantly knocking and
it’s easier to come from behind than stay on top.
So start building you individual relationship
plans. Keep it
simple. Make it
fun. Do it with lots of their executives, and update it
Otherwise your relationships will weaken and eventually
Action Ideas without
Good ideas are discussed casually when you
meet. No effort is
made to build a written plan together to cement these ideas and
Everyone gets busy, and before long, nothing is done.
Sellers hasn’t heard anything and assumes it’s not a big
Lost of Credibility and Lost of
Unfortunately, the key executives’ remember.
Your assumptions of the relationship may be different
than his/hers. As
job conditions change, you’re left out and your familiarity
You lose association with the new environment.
You assume you’restill in sync, where in reality you’re
out of the loop.
4=Always; 3=Most Times; 2=Usually; 1=Sometimes;
Do you build action plans to stay
professionally connected with senior people in your accounts?
Do you follow-up your discussions and
agreements with something in writing? ____
Do you ask your best customers what will
make their professional lives better as it relates to your
Do you state your expectation of more
business from him/her? ____
10 or more is good; Less than 10 suggests you
build plans with your clients’ executives
And now I invite you to learn more.
Bonus Tip: FREE E-book
Past Gatekeepers and Handling Blockers”
Sam Manfer delivers
key note speeches
selling work shops
anxious to increase sales. His hands-on coaching turns
individuals and sales organizations into selling whirlwinds.
Sam’s selling awards and $ Million sales recognitions support his
methods. His book,
TO YOUR LEADER$ along with his
CD and sales seminars replace selling myths and clichés that
frustrate decision makers with a proven approach that captures
their attention. Follow
C-Level Selling Blog
for more insights.
Sign-up for his
free Selling E-Zine.
Call Today for More
Information 1-866-Sam-Manfer or Send an E-mail Now!!
More Selling and
Sales Management Articles