NEW APPROACHES TO CUSTOMERS

From relations-management to relations-leadership in sales

Starting position

• The client is “leader” in the market, customers usually buy from several suppliers.
• The old way of selling individual products reaches its limits, and is also very tedious for the seller.
• The competitor tries to gain market-share, through price-dumping and ‘”methods of pushing prices”.
• For future growth new ways to the customer are needed.

Goal

• developing customers into a system-customer
• Relations-leadership: stable customer relationships and genuine customer-service
• contribution to customer success
• strengthening customer-loyalty, expanding partnerships and promoting ‘win-win’.
• Solution-sales instead of product-sales

Process

• Product sales process based on the attitude towards me and the customer
• three times 2 days workshops, partly together with the managers
• learning from practice: as a “finder of success”, from successes as well as failures.

Result

• stable customer loyalty, follow-up business, customer relationship
• win- win-partnership: does not mean that only the partner achieves
• Systemverkauf wächst zweistellig
• system-sales grows in double digits
• building on that, expanding the market-share

Magic

“From relations-management to relations-leadership: the relationship is not manipulatively managed, but lived in partnership with the leadership-partner. This creates cooperation, customer-loyalty and growth.”

“Selling is a lot more fun for me and my customers – and is much more productive – for my customers and well as for myself.” MG