Renewal Sales Training

Renewal Selling

There is a dynamic tension between relationship management and sales. Your people need to do both. While new business and sales is vital, if you do not retain your client base, then you are going to be losing out on key business to your competitors.

In the last few years the key trend has been a shift from the traditional style of renewals teams that simply send out a quote to renew a licence and expect it back with little interaction beyond an email or two. However, times have changed, your competitors have upped their game, and there are greater pressures on price and new products in the market. In our breakthrough renewal sales training programme,  we give your team the skills, confidence and motivation to secure renewals as well as increasing customer longevity, loyalty & perceived value.

Topics include:

• Understand how to build to a renewal close.
• Uncover techniques to help strategically sell your  services.
• Apply the learning in practical ways that get results.
• Arrive at a fully completed plan focused on 10 of your clients.
• Deliver renewal based conversations in a natural, warm, authentic way.

Renewals Training Methology

We have a particular 5 step methodology that will take your team towards best practice renewals

1. Renewal Mindset

Every renewal problem starts off with a thinking problem. In this part of the training, we realign your Account Managers to realise the importance of renewals in your world.

2. Renewal Strategy

Once your team have the mind-set to renew with success they need the strategy and plan to back it up. The very best Account Managers move beyond transactional and supplier status, into strategic and trusted advisor relationships.

3. Renewal Skills

Everyone needs some key skills that win and renewals are no different; in today’s selling environment these need to be finely tuned, and always driving towards a renewal! This session will focus on the 5 key skills that really count in renewals:

1. Questioning & listening
2. Commerical relationship management
3. Cross-selling & Up-Selling
4. Objection handling
5. Persuasion & influence

4. Creating Renewal Value

Value creation is your key to success in renewals. If value is built up in the right way then clients will love working with you, it will result in reduced time spent fire-fighting and negotiating, and drive success. We will give your team the skills and awareness so that they are identifying, creating, delivering, and measuring value at every interaction with a client.

5. Renewal Conversion Template

This is your people’s road-map to success. Using real client examples during the training, they will have the tools, the mind-set and know how to create value at every stage between close and renew. Resulting in them being ready to start planning how to target these accounts using a 3, 6 and 12 month plan.