UTILISATION OF STRATEGIC POTENTIAL

From product-sales to solution-sales and system provider

Starting Position

• the company is leader in the poly-pole market
• key-customers’ managers push to the limits of utilization, although the market-share is relatively small
• the basis for further company growth is the potential utilization of these key-accounts.

Goal

• make further use of customer potential with a strategic approach
• vom Produktverkauf zum Lösungsverkauf und Systemanbieter
• from product-sales to solution-sales and system-provider

Process and content

• A two-day workshop together with the managing director
• Pointing out conscious and unconscious capabilities and inefficiencies of not yet realized reserves.
• making use of the X-Navigation system, with integrally applied creativity, to ‘make it work’.
• Recognize opportunities and embark on creative new ways, in order to achieve set goals.
• using the intentions of want, can and may in a targeted manner.
• Self-motivating oneself with the MPM model of LeadingX – (the moving people model),  and leading the customer in a more targeted manner.
• experience and expand on creativity and team-synergies
• initiate the powerful follow-up process and transform what you have experienced into practice.

Result

• further opportunities are recognized and strategically realized
• bisherige Grenzen – sowohl auf der Verhaltens- als auch Ergebnisebene – werden überschritten
• previous limits – on the behavioral-  and the result-levels – are exceed.
• from tedious and competitively priced product-sales to solution-orientated,  “value based selling” system sales
• Customer loyalty, results and experiences

Magic

“Many practical examples and great tips.”
“stimulating and motivating”
“logically understandable, sensible and easy to implement.”
“Every sales-person should experience this workshop.”
“it really works!”
“For me as a supervisor, this workshop is the ideal basis to encourage to demand from and support  my employees to make use of their customer potential. So thank you very much!”MG