AAR Core Level Seminar – Consultative selling: Driving growth through great client management

Introduction

Three fundamentals of a strong account relationship are ‘being curious’, ‘communication’ and ‘trust’. They are also key to consultative selling. The purpose of this session is to give you some tools to help you talk to your clients and maximise the collaboration throughout the consultation and selling process and getting to an outcome. This session will help you feel confident about entering any situation that requires a flexible sales and communication style.

Seminar overview

• Being curious: Using great questions (and ways to really listen to the answers)
• Staying in the moment and focused on the needs of your client
• Maximising communication: Understand your clients’ personality profile and decision-making process
• Matching your offer to the needs of your clients with a flexible approach
• Reacting to different personalities

Benefits

A range of tools and strategies that will enable you to:

• Develop stronger rapport-driven client relationships, with greater trust
• Gauge client perspectives
• Engage, sell and build relationships in a more compelling fashion

Who should attend?

Anyone who has responsibility for account management.

About the presenter

Lizzie Palmer is a dynamic, creative and intuitive facilitator and marketing consultant with experience on both the agency and client side. She started her career in advertising. Four agencies (including O&M and BBH) and eight years later, she joined Capital Radio becoming Marketing Director of the group.

Following her time at Capital, she became a consultant working with Channel 4, Big Green Door and the Discovery Channel; the latter as VP of Consumer Marketing.

She worked at Orange as Director of Worldwide Brand Strategy, Development and Communications.

As a Brand, Marketing and Communications consultant, Lizzie has worked with, amongst others, British Gas, the IAB, Eat Big Fish, HTC, Just Eat and Gigaclear.

As a Facilitator and Training consultant, she has worked with many prestigious companies including GE, Philips, IPA, The Economist, Lands End, Unilever, The Oxford Cultural leaders programme and Paramount, as well as many agencies; helping them with areas from vision setting, idea generation, sales and storytelling in business.

Lizzie also runs a three day Masterclass in Branding and Marketing at the National Film and Television School for their MA in Creative Business for Entrepreneurs and Executives.

Running this session online

Normally, AAR seminars are held in the rather lovely Penthouse over at the IPA on Belgrave Square, and we hope to be welcoming you through their doors again very soon. However, during these challenging times of social distancing and restrictions indoors, all of our seminars will be delivered remotely via Zoom video conference. This enables us to continue to deliver on our commitment to providing training for our agency subscribers in a safe and convenient format.

We will be running one session only from 10am to 12.30pm on Wednesday 16 June 2021 via Zoom. If you or a colleague would like to participate, please do email us on events@aargroup.co.uk and we’ll be sure to send you the conference details.

NB: AAR seminars are exclusive to AAR subscribing agencies only. A maximum of FIVE places per agency for our remote sessions, please.

Many thanks for your flexibility and support throughout these unprecedented times.