Analysis of sales potential
Participants will realize what real value they give to their customers as salespeople, and how their products compare to the competition
An important element of the training will be an answer to the question of who the ideal customer is and what their characteristics are. During the workshop, the participants, together with the trainers, will develop a profile of an ideal customer, which will allow them to leave the training with a ready portrait of the most desired customers. Next, they will work on the awareness of their own competitive advantage and the value they offer to customers. Finally, they will also deal with the topic of after-sales care and building “walls” within a customer’s organization that make it difficult for competing organizations to take over a contractor.
Knowledge
- BCG matrix
- competitive advantage
- client selection criteria – profile of an ideal client
- awareness of the value offered to the client
- customer contracting (building walls for competitors)
Results
- participants are able to identify the ideal client,
- participants are able to identify clientselection criteria,
- participants have a unified knowledge of the product portfolio,
- participants know their own competitive advantages.
Training methods
In this training, participants will experience mostly teamwork where they will work together to develop answers and solutions to case studies.
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