• CREATING and COMMUNICATING VALUE – THE POWER OF DISTINCTION
We analyze the anatomy of customer value and discover how manage the perception of value. We then develop your “Customer Value Package” focusing strategies on how to best create and communicate value with a focus on distinctive value.
• CUSTOMER CENTRED SELLING
We go far beyond the often-used semantics and learn how to facilitate a true customer centered selling process. We identify the eight steps of the customer buying / decision-making process and learn how to recognize where the customer is in the process and then apply the appropriate selling strategies and skills that expedite the process.
• STRATEGIC SELLING
Having an effective strategy is about making the right presentation to the right people at the right time in the right place. We identify the essential information a sales person needs to sell strategically. We then examine three types of buying decisions and learn a systematic approach to facilitate the purchase process. We learn how to conduct a stakeholder analysis exposing who has the real decision making power.
• BUILDING & MAINTAINING WINNING RELATIONSHIPS
We examine how to create long-term customer relationships that serve a vital point of difference that allow sales people to secure and maintain loyalty. The concept of emotional value is explored with a focus on value creation strategies.
• STATE OF THE ART TACTICAL SELLING SKILLS
We explore four critical face-to-face core communication competencies focusing on techniques in four key areas:
Questioning strategies and techniques that uncover vital buying motives.
Presentation skills that optimizes your persuasiveness.
Securing commitment without using high pressure, manipulative techniques.
Negotiating tactics that create win-win, margin-maintaining outcomes.
Greg Campeau founded Campeau Learning & Development Inc. in 1991, a training organization rededicated to the enhancement of Leadership Effectiveness at all levels of the organization. After obtaining an Honours Bachelor of Commerce, Greg held progressively senior management positions with four international companies and recorded successive dramatic "turn‐around's". Greg has delivered over 2,200 presentations throughout North America. His informative, entertaining and motivational teaching style has earned him consistently excellent evaluations for seminars he has presented through APEGBC.