Creating Valued Solutions

ABSTRACT

This workshop focuses on the professional wanting to provide a total solution to his or her customer. In order for this to happen, there must be a thorough understanding of the customer’s short and long term business objectives and how your solution aligns to and supports those objectives. In addition, we must have knowledge of the customer’s marketplace, their competitors, their suppliers and their core business processes. Next we have to earn the right to get their business by developing key executive relationships and trust. It’s about becoming a trusted advisor and valued partner.

AUDIENCE

This workshop focuses on teams working together to formulate options to present to customers, and includes the selling of both product and services. Sales teams may include business development engagement managers, technical architects, project managers, methodologists, product managers, procurement and support managers.

DURATION

2 Days, 14 PDU

LEARNING OUTCOMES

Upon completion of this workshop, the participant will be able to:

Uncover forces affecting customer decisions by examining profitability impacts
Identify potential opportunities to filling customer gaps with your products or services
Create an opportunity statement and value proposition
Assess stakeholders and identify key buyer roles
Develop an approach to building your credibility in the eyes of the customer
Assess your readiness to present your solution to executives
Present your recommendation to meet the needs of your audience

TOPICS

Understanding the Customer
Value Drivers, Value Enablers & Value Impacts
Opportunity Statement
Advantage and Benefit Statement
Value Proposition
Competitive Strategies and Tactics
Executive Presentation

Code: lcp024

Programs and Courses

BAR program

GOLD program

PM program

PS program