Associations and companies involved in financial services, consumer packaged goods, insurance, banking, manufacturing, retail sales, entertainment, and health care can potentially achieve improved business results and organizational performance as a result of attending one of Selling Solutions Inc.'s proven and time-tested programs.

Indeed, any organization or association facing challenges in the changing and competitive selling or customer/client management landscape can benefit from this proven program.

Who Should Invest and Participate in a Forensic Customer Management™ Executive Presentation, Seminar, or Learning Workshop?

Forensic Customer Management™ is ideally suited for all levels of senior management and sales management, including national and key account managers, territory sales managers, sales representatives, as well as cross-functional team members from marketing, manufacturing, distribution, customer service, and finance. All members of your organization or association who are involved in the customer or client interface can benefit from the "critical learning" that will be shared during the Forensic Customer Management™ program.

Members of your organization and association will discover how to:

• identify key customers and clients who have the potential to generate the most profit for your organization.
• effectively diagnose customer and client buying behavior … and then classify them according to their real versus perceived buying behavior.
• understand the customer's value chain.
• appreciate the importance and effective use of "Guns in the Arsenal" features and benefits.
• produce more sales in less time by compiling critical information about customers' buying behaviors and motivations.
• effectively handle customers who demand more for less.
• use new, more effective ways to differentiate your organization from its competitors.
• convert opportunity into profitable revenue.
• transform every change in the competitive landscape into an opportunity for growth.
• understand what cross-functional resources must be provided to capture the business.
• identify the information needed to write effective business proposals.

Members of your organization and association will:

• learn the power and effectiveness of the Six Stages of the Perpetual Cycle of the Forensic Customer Management Process™.
• provide a proven, easy-to-understand, and highly visual sales process methodology to senior managers, enabling them to effectively coach members of their organization.
• understand how to identify and deal with the customer buying center.
• improve sales force effectiveness and performance by ensuring that your sales professionals invest time where it's most likely to have return-on-investment potential.
• maximize sales and profits with key customers, clients, and accounts.
• cost-effectively satisfy profitable customers.
• learn powerful blueprinting (question-based selling) and customer profiling strategies and tactics.
• learn how to succeed despite apparent commoditization, cross-category substitution, and price wars.

Investigative and Analytical Skills Participants Will Learn

Just as forensic scientists follow a standard protocol for the careful collection, documentation, processing, and analysis of crime-scene evidence, program participants will learn Selling Solutions Inc.'s proprietary and proven sales process methodology entitled Six Stages of the Perpetual Cycle of the Forensic Customer Management Process™ for unearthing and analyzing critical information about their customers and clients … and then apply the data to unravel the riddle of achieving successful Forensic Customer Management™ success, including:

1. Forensic Customer Blueprinting™ … to unearth the critical information they need to truly understand their customers' buying centers, decision-making dynamics, and criteria
2. Forensic Customer Profile™ … to analyze relevant blueprint information, understand what motivates customer behavior, classify customers according to three specific behavior types, and identify dominant buying motive
3. Developing a Sales Approach and Plan … to build an effective proposal and value proposition that effectively aligns sales and marketing strategies with an actual customer buying behavior and profile
4. Building an Effective Business Proposal … to acquire the business of potential customers
5. Effective Negotiating … to produce win-win solutions that achieve desired results
6. Customer-focused Selling Skills … to close more sales, shift from being product-focused and tactically driven to being customer-focused and strategically driven

During the comprehensive two- and three-day in-house learning workshop, participants will learn:

• why sales success hinges on your ability to manage customer relationships.
• how shifts in customer buying behaviors have completely redefined what it takes for companies and individuals to succeed.
• 5 key questions to ask when determining whether a customer is worth keeping.
• why so many salespeople and organizations struggle to identify and classify customers who buy on price versus value … and how to ensure that you're not among them.
• how to identify your customers' buying behavior … and modify your practices, behaviors, and strategies accordingly.
• how to properly align your sales and marketing strategies with customer-specific buying behavior.
• the 5 things you must do to effectively manage customer relationships.
• the 3 types of buying behavior … and how to correctly identify which your customers exhibit.
• how to identify when customers are truly interested in what you're offering … and when they're faking.
• why most salespeople misdiagnose customers' reasons for buying … and how to ensure you do it correctly.
• questions you should ask to maximize your knowledge of and familiarity with your customer's buying profile.
• how to determine who in the customer's buying center can provide the information you need.
• the 6 types of questions you should ask your customers.
• the 3 things a customer profile provides.
• the key differences between valued-added selling and value-based selling.
• how to shift from being product-focused and tactically driven to being customer-focused and strategically driven.
• why traditional sources of competitive advantage are inadequate or indistinctive in today's selling environment.
• the 3 characteristics your sales organization must have to compete effectively.
• how buying committees, undisclosed agendas, and unexpressed needs can significantly impact the sales process.
• how to turn the wealth of client information you have attained through blueprinting and profiling into effective proposals.
• why you should never fail to gain approval on an initial proposal … and what to do if your customer says no to it.
• the one step you must never skip … unless you want to raise your selling costs unnecessarily.
• the 5 things you must know about customer buying centers.
• the key players in a customer buying center … and how to spot them.
• what a "value chain" is … and how it should affect your sales approach.
• how to effectively use your business intelligence to facilitate planning.
• what type of information you should gather about your competition … and where to get it.
• the 3 key components needed for an effective customer blueprint.
• the 6 most common reasons that blueprinting efforts fail … and how to improve your chances for success.
• how to get your customers to willingly and actively participate in the blueprinting process.
• the best way to respond when you disagree with a customer's opinion about your company, product, or service.

Program Formats and Delivery

Forensic Customer Management™ is offered in convenient formats:

1. A 90-minute- to four-hour executive presentation that provides an ideal introduction and overview of this critical process and key practices for senior management, sales, operations, and marketing personnel
2. A comprehensive two- or three-day learning workshop (in-depth learning for optimum knowledge transfer)

Forensic Customer Management™ can be adapted for very large group presentations, medium-sized group interactive seminars, or small group workshops. The program is highly flexible to meet your organization's or association's needs for interaction and involvement. The program can be tailored to your industry situation, as more specific material can be developed for comprehensive workshops.

Management consulting, coaching, and organizational development services - as well as fully customized in-house sales process redesign projects - can be commissioned from Selling Solutions Inc. to supplement executive presentations, seminars, or learning workshops.

The Critical Forensic Tools
Each Participant Will Receive

Each participant will receive his or her own personal laminated copy of the Six Stages of the Perpetual Cycle of the Forensic Customer Management Process™, plus a program workbook and related materials to facilitate understanding and reinforce retention of the new information.

Selling Solutions Inc. also offers a selection of powerful audio CD, PC-based CD-ROM, and print materials for purchase - all of which make valuable additions to corporate libraries, personal resource collections, and follow-up educational enhancement and reinforcement tools. Ask us about our Forensic Customer Management™ Toolkit — a turnkey solution for effective and efficient implementation of the essential practices presented during the program.

Solve the Mystery …
Maximize Your Return-on-Investment

Want to help your employees or members of your association implement their new skills on the job to solve the mystery of effective Forensic Customer Management™ and achieve a greater return on your educational investment? Selling Solutions Inc. offers sales process redesign, forensic customer management™ practices, and sales force effectiveness consulting services to help members of your organization or association successfully implement their new skills. We offer a full range of targeted and tailored solutions designed to help you optimize your sale process, better manage customer relationships, increase the effectiveness of your sales force, and improve revenue and profitability.

To discuss your customer management challenges, contact Ms. Ravinder Reel at
rav@sellingsolutionsinc.com
or call her at 1-604-581-6777

Book Your Educational Program Today!

Our speaking, management consulting, and teaching schedule fills quickly, so don't delay! Contact Ms. Ravinder Reel at Selling Solutions Inc. today at 1-604-581-6777 or at rav@sellingsolutionsinc.com to book your executive presentation, seminar, learning workshop, or initial forensic sales process "gap" assessment before your competitors do!

Visit our Negotiating Coach Web site at www.negotiatingcoach.com and visit the e-store while there!