|Consultative Value Selling|
Workshop: Consultative Value Selling
Distribution and sales in business-to-business (B2B) dramatically changed in the recent years. Lower margins, increasing competition and more and more demanding customers are the challenges in today’s market.
Most engineers focus on the product or the service during their sales activities. This approach is no longer achieving the best results anymore. Not the product or the service is the primary focus, it is the customer and individual solutions for him!
A successful business partner thinks focused and works out the benefits for the customer. This approach is more important the more the product is in need of explanation.