Improving Business Awareness: How to better understand your customer
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Improving Business Awareness: How to better understand your customer
What do customers expect from the salesmen and account managers that visit them, give them advice and try to persuade them to buy their products or services? These products or services are often difficult to distinguish from one another; there are multiple (sometimes many) providers of the same service or product on the market. More often than not, both the quality of the products and services as well as the quality of the provider do not differ all that much. In addition, price differences are marginal.
International research into many different fields of trade have proven that decision makers will usually choose the provider whose salesmen, sales engineers and managers appear to have experience with and a thorough understanding of the business of their customers, are aware of the typical problems in their trade, and offer services and products that are optimized to tackle these specific problems.
The principal goal of this one-day workshop is to get you acquainted in a practical sense with several methods that will help you to prepare yourself as best as possible for conversations with customers. You will learn how to better understand the business of your customers, and how to extract business opportunities from this information, enabling you to create the perfect match between your expertise and the (sometimes hidden) needs of your customers.
Who can benefit from this training?
Salesmen, (key) account managers and sales managers in a complex business-to-business environment, where (combinations of) your products and services are regarded as solutions by your customers.
Target and result of the training
· Improve customer loyalty by exhibiting a thorough understanding of their market, problems and needs
· Learning quick and handy business analysis techniques to process data on your customer into information that is useful for you and your customer, and which is useful in the interaction with your customer
· Learning to look at information in such a way that you can spot sales opportunities for the solutions you offer
· Start determining your strategy for discussing such a sales opportunity with the right person
Content of the training
· Learning how to use four business analysis techniques
· Applying these techniques to one of your own accounts
· Recognizing problems of your customer based on the results from the business analysis techniques and knowing how to explain for which of those problems your organization has one or more solutions
· Making a plan to discuss these problems and the solution with the customer: with who, how to arouse someone’s interest, etc.
Information
Of course, for further information or any queries you might have, you can contact us at our office in Rijswijk in The Netherlands, phone +31 (0)70 3623617, or send an e-mail info@houthoffgroup.com