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Strategic Business Calling
How to make meaningful and credible calls on business executives. How to prepare—what to discuss—and how to use their time well. Also how to maintain positive relationships with your original contacts.
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Be able to meet with business executives on a credible and effective basis.
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Critical Success Factors
How to understand the priorities of a company within the context of its industry’s trends and forces. Understanding what keeps business executives awake at night.
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Be able to identify the global business priorities of strategic accounts.
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Buying Styles and Selling Strategies
Some clients are open to complex solutions with system benefits and high switching costs. Others simply want to conduct low-risk transactions.How can you tell the difference and what strategy applies to each?
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Be able to plan an effective selling strategy based on customer openness to long-term relationships.
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Differentiating Business Solutions
How to create value by analyzing the customer’s entire experience in shopping, buying, using and disposing of the product. There is no such thing as a “commodity.”
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Be able to create unique business value with your full range of products and services.
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Linking Your Customer’s Business Processes
How to create business value by analyzing the client’s entire production system. How to link products, services and information in a total system solution.
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Be able to consult with customers about large-scale business solutions.
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Linking Your Customer’s Extended Enterprise
How to analyze the client’s position in an industry. How to create complex solutions that benefit the client firm, its suppliers, customers and customer’s customers.
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Be able to enhance a customer’s position in its own industry.
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