In today’s market, strategic customers want more than just the lowest price. They want a supplier (distributor or manufacturer) that can help them reduce their total operating cost, improve efficiency and achieve a competitive advantage with their customers. Suppliers that can provide solutions and sell them effectively can enjoy a distinction that creates a competitive advantage, and allows both manufacturers and distributors to charge a premium for their products and services.
This workshop focuses on:
NOTE: This class does not focus on measuring Total Cost Savings. However, the Proving Total Cost Savings class the following day focuses solely on the measurement aspect of the value you add.
Creating a competitive distinction through the solutions you provide can help you to build relationships with key accounts and improve your overall profitability by setting you apart as the supplier of choice.
This course focuses on winning, retaining and penetrating key or strategic accounts. Attendees should be outside salespeople, marketing or sales managers with a need to become the supplier of choice for strategic accounts.
1. Identification of the solutions you provide and how to sell these to strategic accounts
2. Tools to identify how your solutions impact your accounts and who to sell to (often different
than who you sell to today)
3. Process and tools for how to start solution selling
“Well laid out course. Covered information thoroughly and managed the course time well” – Territory Sales Manager
“Great examples and explanations of real world applications” – Marketing Team Leader
“Content was directly related to strategic planning at our company. I feel I will have framework to implement.” Account Manager
“Instructor was very knowledgeable about the topic covered. This will be beneficial for me in the future.” – Sales/Sales Management Trainee
“Very easy to follow the direction of the instructor. We covered many helpful topics without ever losing focus or getting off track.” – Branch Manager