Growing Sales & Client Relationships

ATI-Mirage Training and Business Solutions

Event outline


Growing client relationships is critical for businesses to move from surviving to thriving.

This course provides new account managers and BDM’s with tools and strategies to grow their portfolios and engage their customers and stakeholders in stronger business focused relationships and growth.



  • Why growing client relationships is necessary
  • Understanding relationship and sales
  • Characteristics of a strong BDM/client manager

Understanding your customers

  • Analysis of client base; satisfaction, spend, loyalty and life span
  • A day in the life of your customer/client and opportunities this presents
  • Getting to know gatekeepers
  • Stages in your market experiences (changes, upturns, downturns) and how you can help

Sales process/cycle overview

  • Six laws of influence and persuasion
  • Typical sales cycles as a structure for growing client relationships
  • Best practices

Strategy and planning

  • Customer Value Proposition
  • Sales plan, targets and KPI’s
  • Create your own Customer Value Proposition (CVP) and elevator pitch
  • Identify and engage advocates, partners and stakeholders (internal and external)
  • Growing client base, Building satisfaction, spend, loyalty and longevity

Relationship and pipeline management

  • Build pipeline with current research and engagement with existing customers
  • Maintaining an accurate CRM
  • Understand elements of risk
  • Unblocking the pipeline
  • Referrals and testimonies to grow business and client base

Client engagement

  • Build pipeline and client relationships through targeted joint portfolio/client reviews
  • Maintaining contact and continuity
  • Run effective client meetings
  • Increase customer education about your business 

Putting it into practice

  • Action planning

Learning outcomes

  • Understand the necessity of growing client relationships
  • Use questioning techniques and strategies
  • Apply the six laws of persuasion to develop influence and persuasion
  • Analyse your market for specific data and leverage opportunity
  • Deliver an elevator pitch
  • Apply strategies to improve pipeline management
  • Engage advocates and stakeholders to grow client relationships
  • Build client engagement


This course requires an understanding of sales.

Course duration

1 day

Dates & registration

Tue 12 Nov 2019 Perth (Metro)

8:30 am start to 3:30 pm close
ATI-Mirage, Cloisters, Level 1, 863 Hay Street, Perth
Special Government Price: $495 + GST per person. Includes:   Interactive, practical and hands on learning, take home resource workbook, post course Coach Line, post course follow-up, morning and afternoon refreshments and a delicious café lunch.  Small groups for maximum impact.   Enjoy Perth’s best CBD training centre.   Always great value.  Real People, Real Conversations, Real Results. Thank you for supporting WA business.
Register at:

Crystal Chaplin

Provider information

We are committed to providing Government organisations and individuals with the tools they need to thrive. We are a proudly West-Australian owned company dedicated to keeping learning real. 100% quality guarantee with over 180,000 people trained.