Customer life cycle

In Sales, we tend to focus primarily on offering added value to our customers. Is that right? Let's find out!

Have you wondered how many people in your sales department will quickly and efficiently answer the question - tell me what added value your customer brings to Our Company?

Most will probably answer something like - they buy a lot from us, or that they are a very loyal customer, perhaps some will even give some statistics to back up their opinion. But is this really the whole truth? Let's find out.

Consider what happens if you ask a follow-up question, e.g. what makes you so sure that what you are talking about is actually adding value for us? This question can be irritating to say the least, and not because the people being asked, and their clients, are not delivering that value, but because articulating the value they are delivering is simply difficult.

Familiarisation with the model Customer Life Cycle, The seminar will allow you to realise the real impact of your systematic work with your customers on the value they deliver to your company, and what you can do at various stages of cooperation to maximise this value. Together, we will consider what parameters besides sales volumes and margins will play an important role in analysing the added value for your business. We will also consider what the potential difference in added value is when working with new clients versus a strategy of developing existing clients. This knowledge will enable you to easily and effectively adjust your sales plans, behaviour and decisions towards different customers, so that both parties see added value in the collaboration.

The classroom training lasts approximately 8 hours. The training uses:

• elements of group tasks based on case studies,
• and also based on the client's own examples.

The tools provided, modified during the workshop, are made available for future use by the client.