Creating & Capturing Value
for your best customers
Satisfying customer needs is critical to sustaining profits. However, not all customers value your services in the same way. Yet, we often service all our customers in the same way, stretching scarce resources, reducing profits and missing an opportunity to increase customer satisfaction.
To sustain and grow profits, companies need to understand what customer’s value, and then create plans to deliver it consistently. Also, companies need to motivate and manage their staff to value to their processes by only delivering what the customers value.
Today, companies must connect with the customer’s business needs, and the decision-makers perception of value, because decision-makers decide on price and value. It is about maintaining high performing business relationships, whilst bolstering bottom line outcomes.
Participants will learn how to prepare for meetings with key clients, explore needs and develop key questions. This will allow them to identify the real issues and decision points, how to influence key decision makers.
The program is designed to provide a challenging learning environment, using examples and concepts relevant to the business environment. The blend of theory, practical case studies and practice will ensure maximum transfer from the workshop to the workplace. Participants should look forward to developing a comprehensive, adaptable and dynamic selling skill set based on value.
Key content:
- Insight into the current research on value.
- An understanding of question dynamics.
- Improved ability in relationship development.
- Increased confidence in dealing with prospects.
At the presentation you will receive a free electronic version of the value tool that can be applied to your best clients.
Download the Questionnaire for clients preparing for a Keynote