How Will this Workshop Make a Difference?
This ViCre workshop focusses on better fitting customer needs with supplier’s solutions. Throughout the sales process, preliminary chats with your customer need to be converted in irresistible customer proposals, which ideally, eventually, will evolve into signed contracts, thanks to the multidisciplinary skill set of your sales reps.
First of all, we’ll have a look at how to better understand the needs of your customer on a deeper level, and how to react to particular customer behaviors during prospection talks. Secondly, we’ll tackle the issue of positively confirming customer demands by mirroring them in your communication. Business proposals shouldn’t only be drafted as unique solutions to unique problems, they also should contain a reassuring scenario of what your future collaboration will look like and illustrate the beneficial impact on the customer’s life.
This approach will lead to fewer proposals that will be created in vain and more time to focus on what really matters: Customers who don’t feel the urge to bargain because they have confidence in the value you will create for them. Indirectly, thanks to the clear communication with your customer, also interdepartmental communication between your sales, delivery and service processes will run smoother, as they will be better informed and thus better aligned with your customer’s needs.