Aquire new customers, hold market shares and achieve better prices!
Value-Added Strategy
Competitive advantage and clear distinction from your competitors.
- Basics of value-added strategy in national and international markets
- Better prices means higher profit
- Clearly-targeted strategies to help you achieve the prices and conditions you want
Nowadays, both national and international markets for capital goods are becoming increasingly tighter. This is why it is all the more important for suppliers to stand out from their competitors.
Effective ways to acquire new customers
In the world of B2B, contracts are no longer awarded based on a “good feeling”, but as the result of a long chain of decisions.
- Avoiding mistakes during the initial contact with the potential customer
- The connection between frequency of contact and efficiency of contact
- The sales funnel
- Using the telephone for sales
Competition within the markets is becoming fiercer than ever, and so it is important to continually acquire new customers and achieve success fast with clearly targeted approaches..
Fight for your right to get EBIT!
If the following customer remarks are all too familiar to you, this seminar is just what you need!
- "You’re far more expensive than your competitor!”
- “It all comes down to the price!”
- “You’re 20% above your competitor!”
- “I can buy this much cheaper elsewhere!”
- “Is this your last word?”
Remarks like these often lead sales representatives to give massive price discounts. But what influence do discounts have on your EBIT?
Multi-colored little gray cells – making discussions work
The successful outcome of a discussion depends first and foremost on being able to get on the same wavelength as the other person, whether they are a customer, a colleague, a member of staff or your boss.
- Know the other person’s basic needs
- Quickly find out what those needs are
- Adapt your own arguments to the needs of the customer
- Predict the customers’ reactions
You will discover that the key to successful discussions is the ability to quickly recognize the other person’s basic needs and use them to argue your point.
Sales Workshop
Practical skills for successful selling
- Customer acquisition
- Meeting the Customer
- Discussing and negotiating prices
The sales workshop gives the participants ideas and inspiration for their everyday lives that they can put into practice immediately. And, because it deals with the topics that are most important to your staff, you will benefit directly from this workshop!
