Help with major accounts

[joe127]

Hi everyone I'm new to this forum and fairly new to sales (3 yrs and counting).
I still have alot to learn.
I do appreciate the value of these forums. I am a member of many forums from which I gain much knowllege.

I've been in commercial sales for three years and now I'm getting some major account experience but need much more help. I don't know what I'm doing but have been somewhat successful, mabey just lucky ?
Can anyone offer the names of some books on major account selling or just some of the major account ABC's.

Hey, does anyone elses hands shake at the closing table or is it just me ?

[scodirops]

I think the answer to that comes from experience. There is no specific way of dealing with large accounts. Sometimes you will get a down to earth buyer who appreciates your service and commitment. Sometimes you get a big coporate purchaser who will make you sweat and give you the hardest time. I used to have this big account and the buyer and myself had a love/hate relationship. Sometimes she treated me like dirt, but other times she appreciated my help. Then, she got replaced by a young corporate buyer and his only motivation was to make a splash at the company, so he threw me out and brought in his buddy who he thought could do better. This buyer was forced out after 5 months.
It all comes down to relationships. I don't know if there is a specific way to deal with large accounts, although they may be more demanding and have greater requirements than the small accounts. I just treat every relationship the same way. I am there to make their life easier. If you want to try some things to see if they work, then go ahead. You will learn from trial and error.


Hope this helps,


Sean