Become the Preferred Supplier: Capture 100% of the Business from Existing Customers Cross-Selling and Relationship Development
Bottom Line Impact:
More Sales, Faster, with Better Pricing and Profitability
Avoid Pricing Squeezes
Overcome the No Budget Issues
Roadmap and Sponsoring of New Product Development
This is a process for building an interactive, ongoing business plan with your existing customers. Current clients are the easiest place to prospect and the easiest to close for more sales of the same or other services you can offer. They will also indicate what new products to develop and will most likely support the effort in any number of ways. However, these clients have to see your company as a resource to help them do a better job with their customers. Therefore a conscious effort must be made to build a partnership through senior (C-Suite) managers in order to be seen as special rather than a commodity. This process shows how to build win-win plans together and what to do to keep them current and on track.
Interviews and Research Required to Understand the Account
Framing the Clients State of Affairs As It Relates to Your Companies
Building Strategies and Objectives
Building Plans/Programs/Investments to Accomplish the Objectives
Determining Revenue Potential and Forecast of Sales
Meeting Venues, Process and Agenda
Team Approach Customers team is prepared and Sellers team is customer focused
State of the Customer Customer makes sellers strengths, weaknesses, and role clear
State of the Seller Expectations for future sales are detailed
Small Group Workshop Process of building the plan together
Focus that customers demand attention in a structured manner in order to grow their sales.
Different parts of the same company need different business plans and focused attention.
Structured method to build the business plan, get the right people involved and produce agreement as to responsibilities and schedules.
Systematic approach to move from commodity to preferred supplier to consultant, and if you choose, the level of resources to make it happen.
Pre-workshop conference is conducted with teams sales, ops, tech, support, etc. for specific customers. All are then required to interview and research aspects of the client.
Concepts are presented to the group. Clients are encouraged to participate. Participants build the plan with their team. Then, the whole group debriefs on issues, and concerns.
Group size - up to 30 people preferred. Small teams 5-7 people
Program materials include workbook and worksheets (computerized), book and CD.
Sam Manfer delivers key note speeches and in-depth selling work shops for those anxious to increase sales. His hands-on coaching turns individuals and sales organizations into selling whirlwinds. Sams selling awards and $ Million sales recognitions support his methods. His book, TAKE ME TO YOUR LEADER$ along with his Matching Chemistrys CD and sales seminars replace selling myths and clichιs that frustrate decision makers with a proven approach that captures their attention. Follow Sams C-Level Selling Blog for more insights. Sign-up for his free Selling E-Zine.
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