Blueprinting III ~ Advanced Solution Selling and Customer Strategic Management
Module Description
This third course in the series builds on the blueprinting objectives of
understanding the customer better than any customer employee does. With
this knowledge, techniques are learned to help customers make decision to
improve their profitability and your own sales volumes, share and profits.
Prerequisite
Content
- Techniques to influence customer decisions with "Blueprint"
- Six stages of a customer decision-making process
- Six factors to influence the customer's key decision
makers
- Three factors to influence your own company decision
makers
- Translating issues into opportunities
Objectives
Knowledge assessment
- Outline six stages of a customer decision making process
- Identify six ways to influence customer's key decision
makers
- Describe three ways of influencing internal decision
making
Evaluation
Learning Resources
- Blueprinting documents
- Video clips
- Exercise sheets
- On-line and print materials
Instructional Modalities
- Presentation and discussion
- Instructor and peer networking
- Role playing
- Guided learning
- Independent learning
- Presentations
- Skill demonstrations
- Large group discussion
- Small group discussion
- Instructor- learner interaction
- Reflective exercises
- Case studies
- Workshops
- Online material presentation
- Online discussion
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