›Creating Valued Solutions
This workshop focuses on the professional wanting to provide a total solution to his or her customer. For this to happen, you must have a thorough understanding of what the customer’s short- and long-term business objectives are and how your solution aligns to and supports those objectives. You must also have knowledge of the customer’s marketplace, their competitors, their suppliers and their core business processes. You then have to earn the right for their business by developing key executive relationships and trust. This is all about becoming a trusted advisor and valued partner. This 2-day workshop is for teams working together to formulate options to present to customers and includes the selling of both product and services. Sales teams may include business development engagement managers, technical architects, project managers, methodologist, product managers, procurement and support managers.
Course Objectives
- View your customer’s business from the customer’s perspective
- Understand key components to strengthen your offer to align with customer’s business initiatives
- Identify a competitive strategy and develop counter strategies and tactics
- Assess and grade your relationship with each decision maker
- Build a relationship with the customer’s management and develop a plan for improvement
- Assess your readiness to position with key executives and develop tactics to enhance relationships
- Build a value proposition for your client
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Topics
- Understanding the Selling Environment
- Gaining Knowledge of the Customer…a Framework
- Competitive Engagement Strategies and Tactics
- Building Influence and Understanding the Political Power Structures
- Executive Penetration and Relationship Management
- Developing the Value Proposition/Benefit Statement
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Contact our office for course schedules, pricing, and availability. Remember, Inovacent Solutions can prepare shorter lectures, combine workshop sessions, or create custom training solutions to meet you needs in all aspects of project management, SDLC methodologies, and best practices. |
