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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.
Benefits
- Key account managers and sales staff are empowered to work on individual solutions with company‘s and customers.
- To sell solutions it is important to understand the business processes of the customers, including the value drivers.
- Your sales staff hast the confidence and the knowledge to present the individual solutions to the customers and the project managers.
Content
- The how and why of ROI.
- What are the factors to influence the results of operations?
- How are financial data calculated using the Dupont matrix?
- How is the connection between the solution and the financial indicators?
- What are the most common methods for assessing the profitability of investment projects?
- How are business initiatives and „priority issues“explored and juged?
Duration
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