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Navigable Slide Index

1. Introduction
2. Selling a solution
3. A salesperson' key questions
4. What we'll cover
5. How organisations work and create value
6. Value creation
7. The organisational value chain - Prof. Porter
8. Organisational value chain - credit card company
9. Organisational value chain - packaging supplier
10. Inbound logistics for a packaging manufacturer
11. VMI Customer value proposition
12. VMI Supplier value proposition
13. The power dynamic within the customer
14. Customer management hierarchy
15. The Decision Making Unit (DMU)
16. Contact base issues - understanding the DMU
17. The contact strategy - contact base matrix
18. Power map
19. The value based selling approach: summary
20. The use of questioning techniques
21. From salesperson to consultant
22. Why salespeople don't ask more questions (1)
23. Multiple grocery retailer value chain
24. Why salespeople don't ask more questions (2)
25. The data to information filter
26. Asking the right consultancy questions
27. The use of value mapping
28. Customer value
29. Quality or return
30. Total price or investment.....
31. Perceived return on investment
32. Customer value map
33. Review of what we've covered
34. The value based selling approach: summary
35. Thank you

Topics Covered

• Key questions
• How organizations work and create value
• Value creation
• The organizational value chain
• Value propositions
• Customer management hierarchy
• The Decision Making Unit (DMU)
• Contact base issues
• Developing the contact strategy
• From salesperson to consultant
• Why salespeople don't ask more questions
• Customer value
• Quality or return
• Total price or investment
• Value based selling

Links

Series:

• Pricing on Value

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on August 10, 2010