Value Selling : Maintaining Excellent Relationships with Customers

Value Selling : Maintaining Excellent Relationships with Customers

Course Summary

In the present market competition we have countless numbers of products and our customers’ requirements are high, so that it is very critical whether we can differentiate ourselves from our competitors or not.
That means we not only sell our products or service, it is also necessary to establish our absolute advantage to differentiate our products from our competitors’.

In this course we learn how to identify the strengths of our organization, obtain our customers’ requirements accurately, and acquire the process of value selling to construct excellent relationships with our customers continuously. And at the same time we actually analyze our products and turn them into the models that we can apply in our business.

Information

  • Fee
  • 132,000 yen (inc.tax)
  • Venue
  • TBD
  • Language
  • Japanese
  • Faculty
  • Quintegral Faculty
  • Location
  • Online/Tokyo/Osaka/Nagoya/Others
  • Duration
  • 2 days

Select date & time

How You Will Benefit

  • – Understand how our sales people’s problems affect the environments of selling
  • – Grasp what it means by high- value- added selling
  • – Be aware of what our customers’ real problems are
  • – Learn how to make good connections with our customers and what we should do to be accepted by our customers
  • – Know how our questions are effective to identify our customers’ real problems
  • – Understand the importance of communication

Who Should Attend

– All business professionals in charge of sales who want to build excellent relationships with customers continuously
– All business professionals in charge of marketing who want to know the merits of your company’s products and also to introduce them in a more fascinating method

Course Outline

1. Value Selling (The beginning of relationship to provide Added- Values)
– Value Selling – What is it? Who is it for?
– Customer Satisfaction – Analyze the measurements of Customer Satisfaction
– Be Committed to Value Selling
2. Identify the real problems that our customers face up with
– Customers’ Real Problems
– 1st Stage: Assessment of Customers’ Environment
– Make Good Connections with Customers and Make Ourselves Accepted by Them
– Go Ahead or Stop?
– Deal with the resistance to Partnership
– Check the Evaluations from the Customers So Far
– Take Advantage of Critical Thinking
– Identify the Real Needs
– 2nd Stage: Contract Step: Get Agreement of Partnership
– Terms of Agreement before the Contract
3. Clarify the values that we provide our customers
– 3rd Stage: Diagnose our Business
– Diagnose our Business
– Contribution with Added- Values
– Logistics Models
– Logistics Matrix
– Clarify the Opportunities of Providing Added- Values
– 4th Stage: Feedback – Check the Progress of Providing Added- Values
4. Make our Customers’ Profile
– Make our Customers’ Profile
– Take Advantage of Technology
5. Construct Partnership
– Examine whether that Partner is Appropriate or Not
– Make Plans for Support
– Measure the Results of Solutions with Numbers
– Make Partners with Those Who Are In Charge of Purchasing
– Continuation of Partnership
6. Establish Cross Functional Team
– Why Teams? Types of Teams
– Conquer the Silo (Territoriality)
– Make Cross Functional Teams
– Final Confirmation of the Situation
7. Evaluate the Solution
– Evaluate the Results Accurately
– The Values Provided to the Customers
– Temporary Solutions or Fundamental Solutions?
– The Factors Provided to the Solutions
– Complete? Or Incomplete?
8. Maintain Excellent Relationships with our Customers
– Coaching for the Solutions
– Check Other Areas
– Continuation of the Partnership and its Values
– Discover the Long- Term Common Items
9. Build Up the Strategies of Added- Value
– The Construction Factors of the Strategy
– Hypothesis and Inferences
– Building of the Strategies

Pre-Assignment

N/A

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Closed: Saturday, Sunday, National Holidays, New Years holidays (12/29-1/4)