B2B Sales
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R.E.D has worked with several organization to develop best practices in account management processes and sell value/solution to manage price fluctuations and negotiations with challenging customers. The interventions on solution selling empowers the sales organization by making a complete mind shift from the traditional feature selling approach to creating value in the mind customer. It helps you focus on the sales opportunity: Realisation that you GIVE A REASON TO BUY (breadth) and the REASON TO REPEAT BUY (depth) your product.
If you are a supplier at the beginning of the value chain, how to partner with your customers in branding your product in the eyes of the end consumer. This will also help you sell bundled value-added service aligned to buyer needs. Solution Selling: Basic PrincipleStart at the end - with your Customer - and work Backwards
This intervention examines the dynamics of working with stakeholders down the value chain. Sales managers learn to change conversation with the customers in repositioning the value proposition. They stop combating on price wars to being able to use buyer value to justify premium pricing.
Intervention: Consistent OutcomesLearnings as reported by participants
FMCG
Long term partner for sales force effectiveness in a changing distribution scenario. Incorporate B2B account management practices when working with large distributors. IT-Software/Hardware Helped the project management teams to negotiate for project timelines and specifications with external customers, internal negotiations with quality and production for ongoing problem solving. In another such intervention incorporating solution selling and account management principles in business development interactions with big corporates and distributors. Yarn business R.E.D helped the entire senior management team re-vision their branding and selling strategies in a cross functional scenario. We helped them make a shift from traditional commodity selling to identifying process changes to enable value selling. Pharmaceutical industry The program helped the suppliers to Pharmaceuticals; reorient the manner in which they negotiate challenges with their customers. It helped them reassess their selling strategy from selling a product to selling solutions to customer’s business challenges. Mechanical application industry A new approach to rising beyond negotiation on price points in their undifferentiated product, by a complete solution selling approach Testimonials“We had a very satisfying high impact sales training program with R.E.D recently. USP of R.E.D is in the way they design the program. Although many agencies talk about customising the design, most of the time it is just tweaking the off-the-shelf module they have. R.E.D is like a breath of fresh air in this aspect. The designing is done on zero base, totally customised, with lot of concepts which set the participant thinking. The facilitation is brilliant too.”
Priya Vasudevan DGM – Learning & Development Associated Capsules |
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Ensure measurable outcomes
Ensure measurable outcomes