Advanced Account Management Workshop

This customizable half-day to full-day workshop is designed to increase the effectiveness of account managers tasked with engaging accounts (or other internal stakeholders) on behalf of pharmaceutical, biotech or medical device companies.

The best practices covered in this workshop are organized according to the four habits of account managers that get accounts to the C.U.S.P. of significant change®.

Connect

• Strategies to build rapport, trust, and credibility

• The EIEIO’s of a great first impression

• Research sources and topics for better meeting preparation

• Why being interested precedes being interesting

• Delivery coaching resulting in credibility through presence
  

Understand

• How questions should change as the relationship evolves

• Prompts and probes to get to the real issue or motivation

• Conversational jujitsu that turns anger into insights

• Listening skills excellence

• Dialogue mapping to prepare for conversational contingencies
  

Support

• Resources that add value to the relationship

• Collaboration best-practices with internal partners

• How to present like an expert and not a know-it-all

• Strategies to stop solving problems and start preventing them
  

Persuade

• Educational Impact: How to persuade without being salesy

• The four perception-imperatives of influencers

• How to get people to do what you want because they want to

• Two approaches to motivation:  Push vs. Pull