In a context within which the offerings of the various competitors appear to customers to be increasingly aligned, there is a need to effectively and incisively enhance the qualifying and distinctive aspects that characterize the company and its offerings, in the specificity of the various services proposed, both to approach a new customer with limited time available, and in negotiations to highlight the effective return on investment of the proposed solution
- Increase the ability to make presentations about oneself, the company and the solutions offered in a concise, engaging and convincing manner
- Focus on the aspects that make their solutions attractive to the client both at the initial contact stage, to gain interest and availability, and at the negotiation stage to correlate the value of what is proposed to the economic offer
- Salespeople, agents, sales technicians
- Anyone who wants to sharpen their sales technique
- Why should a customer choose us among so many who ...
- How to enhance, make distinctive aspects evident and measurable
- The four tools: focus on detail, metaphor, preterition, and story telling
- Elevator Pitch
- Create attention and curiosity in the interlocutor
- Synthesis, clarity and incisiveness of the message
- The value proposition: defining the model in its 4 areas
- From understanding on what parameters the customer evaluates the supplier and its offer to the presentation of our proposal
- How to structure a proposal according to the evolution of the negotiation
- Decision makers, influencers and sponsors: corporate and personal expectations/needs in
function of the role
- Story telling
- Scaling up the organization and promoting a c-level meeting
Exercises
As the course unfolds, a series of practical exercises will be offered that are functional in achieving the teaching objectives.
You might also like...
Need more information?
Contact Us!
