Dealmaking
The commercial transaction is at the center of all customer centric activities: it's the confirmation of the work that went into handing over the product, solution, service, project ... to the customer.
With our approach we strive to achieve the right balance of storytelling, customer relationship and following a sales process.
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Once the "Deal" is signed the customer can engage and harvest the value from it's purchase.
The Narrative
It's the vendors job to discover and understand the customers needs, create the demand for the solution and tailor the "customer story" for the recipient.​
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How does our solution match with the customers challenge?
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What benefit deliver we to the customer?
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How do we differentiate?
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#customerstory #storytelling #discovery #elevatorpitch #tagline #alignment #objectives #keeponasking
The Confidence
Earning the trust as vendor, team and individual is instrumental to carry the deal over the finish line and to build sustainable customer relationships​.
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What measures are available to proof seriousness?
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What's the setup / governance for reliability and consistency?
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How to continuously improve the experience?
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#customerrelationship #delivery #consistency #governance #customerexperience #longevity
The Deal
Closing is centered around ​how much and when the deal is delivered; in retail it's about making sure the customer leaves the store with a bag; in B2B it's a signed contract as result of a sometimes rather complex process that requires decent project-management.
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How do we make the customer buy?
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What's the game plan to execute the sale as planned?
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How to negotiate the best result for all parties?
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#therearenoshortcuts #activitiesarenotaccomplishments #crm #salesmethodology #closingontime #salesprocess
Focus on Results
Our mission is to help our clients to meet their sales objectives.​
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Concentrate on overcoming weaknesses
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Ask questions, challenge your work, take a customers view, ensure to avoid shortcuts.
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​Engagement along the sales process; intervene regularly to challenge the work, to instil expertise, insights and confidence.​
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Enablement to negotiate better deals
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Mix of remote and onsite
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#dealstrategy #negotationstrategy #closingplanning #3coremessages #nextsteps
