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Who
should attend?
-Marketing Managers
-Sales Managers
-Directors
-Vice Presidents
-Area Managers
-Regional Managers
-Global Account Managers
-National
Account Managers
-Business
Development Managers
-Technical
Specialists
-Customer
Support Specialists
-Channel
Managers
-Sales
Representatives
-Service
Representatives
…anyone charged with
maintaining Customer or Strategic Partner Relationships.
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Seminar
Registration
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Public Seminar
Locations
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For
a list of the 2006 locations send us an email:
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This public seminar focus is on generating comprehensive and effective
strategies that develop and retain profitable customers.
It is engaging and hard-hitting, so come prepared to
participate and learn from the seasoned instructors.
Seminar
Objectives:
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Understand
the four phases of trust in the business life cycle, and how they
impact the long-term relationship.
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Learn
the unique characteristics of the three modes of business, and how
to optimize results in each.
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Understand
how the “Leap of Trust” impacts both the short and long term
success with a customer.
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Develop
diagnostic tools and tracking systems for generating awareness of
your unique “Triple Crown of Business Worth.”
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How
to avoid the “Fatal Drop of Trust” with a customer and the
potential unrecoverable position.
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Identify,
manage and influence the authority and financial decision-makers
in the complex buying process.
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Learn
the process of in-depth customer and market analysis – the
foundation of successful strategic plans.
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Understand
the customer organization’s specific culture and style in
dealing with change and risk.
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Develop
comprehensive Action Plans and monitoring systems to retain your
key customers.
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Learn
behavioral aspects of the complex relationship process, including
team negotiation and resource planning.
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Understand
the process of fostering long-term “retention” agreements.
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Develop
relationship value and strength between your own and the
customer’s organizations.
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Methodology:
The
above objectives are accomplished through the use of lecture and
highly interactive discussions, group exercises, and extensive
case studies.
In
addition to receiving a copy of the book Ignore Price,
each participant receives a workshop binder complete with outlines
of all discussions and worksheets for guidance in applying each
concept. The program is created with real life situations to
facilitate transition of content from workshop to job.
Fee:
$1,395
per participant – organizations with 3 or more enrollees qualify
for a reduced rate of $1,295 each.
Payment
is due no later than 14 days prior to the seminar to facilitate
the pre-seminar assignments. You can cancel anytime up until the
14-day deadline, or send a replacement without penalty.
Cancellations within 14 days will be charged a $100 fee.
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