Engage, Win and Grow with Your Customers
Top performers realize that sales success in today’s demanding selling environment requires much more than yesterday’s approaches. Customers don’t want to be controlled, coerced, manipulated or tricked into doing things that are not in their best interests. We’ve asked and they’ve told us!
Customers value authentic relationships based on transparency, competence, credibility, and trust. The salespeople and account managers that realize this and go “beyond the sales process” in pursuit of success with their customers are destined to be tomorrow’s top performers. Here’s how they do it: Engage/Win/Grow™.
Before the Sale
- Research the Organization
Becoming a Student of Your Customer - Explore the Possibilities
Giving Your Customer a Reason to Engage - Vision the Success
Visualizing Future Potential Value with Your Customer - Elevate the Conversation
Defining and Pursuing Customer Value Targets
During the Sale
- Discover the Drivers
Understanding What’s at Stake for Your Customer - Align the Teams
Developing Customer Sponsors and Supporters - Position the Fit
Competing for Customer Mindshare - Differentiate the Value
Creating a Customer Preference
After the Sale
- Realize the Value
Meeting and Exceeding Customer Expectations - Validate the Impact
Measuring Success with Your Customer - Adapt the Approach
Applying Lessons Learned with Your Customer - Expand the Relationship
Leveraging Your Past Proven Value
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