The literature teaches us that retaining an existing customer is considerably cheaper than winning a new one. But what do customers really look for from their suppliers in order to establish a profitable long-term partnership?
Answering this question enables us to build business processes and methodologies that can generate added value over our competitors, improve sales performance, and build profitable customer loyalty over time.
The course develops the building of lasting, quality relationships with customers
and value-oriented selling skills.
Methodology
Participants will be involved in a highly dynamic educational course that will enable them to experience a business negotiation and to communicate value in
different steps with potential customers.
Goals
- Accelerate and shorten the sales cycle by moving from a classic, product-driven logic to a value-driven sales logic
- Develop the ability to communicate with the customer and build higher, broader and deeper relationships, increase margin and customer share, be perceived as a business asset.
Program
- Understanding Customer Needs
– what it means to qualify the customer
– from the needs to the problems of each stakeholder
– creating value for the Customer: the three-dimensional model based on “what my customer’s customer is looking for.”
– Focus on the customer’s business: business parameters to consider. - How to expand the relationship and work with an authentic customer-centric orientation
– decision-making roles: what KPIs govern each role and how I identify them (powerful questions and contextual listening)
– the sales approach: paradigm shift that puts the customer at the center of the system. - Creating Differentiating Solutions
– define the offering that meets the success criteria of the customer and its key stakeholders
– align solutions with customer needs and issues. - Call to action
– development of an action plan to ensure commitment and effective behavior.
