Adding value by selling a good solution is one. But it is only truly 'next level' if you can offer your client a unique and fully customer-specific value proposition. The impact of this way of selling is enormous. The customer sees you as a trusted advisor and he knows exactly how your value proposition contributes to realizing the ambitions of his organization. This means that your proposition is of strategic value, which guarantees a long, competition-proof cooperation with the customer. We are convinced that only sales that have been achieved in this way lead to long-lasting results and customer loyalty. Future sales success requires an under the skin approach and intensive collaboration with the customer.
To act on this level of commercial professionalism, you as an account manager have to be able to set up a dynamic and interactive sales / consultancy process. All this forms the basis of a distinctive and customer-specific proposition in which the unique value for the customer is quantified and substantiated with evidence.
Who's it for
This program is suitable for commercial professionals (vendors, account managers, consultants, business development professionals, consulting engineers) who have mastered the basic skills and already have a lot of 'sales miles' because you have 4-40 years of commercial experience. Meanwhile, you focus on complex (strategic) assignments and business development.
- For you personally: a higher conversion ratio, less sales costs in terms of time, effort and financially, your sales results and your margin will increase. You will become a member of a select group of commercial professionals.
- For your organization: increase in market share, share of wallet, turnover figures, margin and customer satisfaction through an effective focus on opportunities that are of great value. Participating account managers have a higher professional standard and sales efficiency through the use of key skill, mind and tool sets.