The Customer Value Module
Skills – it’s the only way your customer will believe the numbers
Our experience suggests that customers in general are not good at
making complex purchasing decisions - and the clear implication for vendors is
that customers are ill equipped to distinguish between different vendor offerings.
If you have a better mousetrap, it's possible that your customers may
never understand the value of it unless you take positive action
to make sure they do.
The sales techniques and processes that you use need
to guide your potential customers through all of the key steps
needed to uncover the value of your products and services so
that they can be both comfortable with the result and provide
sufficient evidence to convince other, more sceptical, colleagues.
Achieving all of that takes real skill and
discipline - much of which is actually counter-intuitive.
Skill will help you create a sales team with the capability
to let your potential customers understand, challenge, change and
own the true value of your products and services. The
skills, disciplines and tools learned and supported from
our Skill programme will reduce sales cycle time and increase
win rate and deal size.
Our Skill service takes head on the counter-intuitive nature of
selling using Value and quickly brings your sales team to the point
where they are selling larger and longer term deals. Our Opportunity
Support Desk helps each sales person to assess new opportunities,
ascertain the likely value for both parties and then make and
sustain a meeting with appropriate 'C' level executives.
The whole process is fixed price and usually complete
within three to four elapsed weeks depending upon the
number of people and their locations.
To learn more about the Skills service, view the webcast
(which lasts about 8 minutes).
To find out more...
You can find out more by contacting Robert White [CEO of Lucidus]
by telephone on +44 (0)1608 678134 or via the Contact web page.
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