Christian

Christian

  • Consul­tant for stra­tegy, sales and product manage­ment
  • Coaching for cases of crises, fraud and corrup­tion
  • Lecturer for compli­ance and nego­tia­tion stra­te­gies

Want to get to know Christian?

Get in contact

Still curious?
There is more to see here:

All impulses

Typical star­ting point of client

  • Sales depart­ment competes with other service provi­ders for a job at a poten­tial client which is a new client
  • The deci­sion on the job requires the approval of the client’s manage­ment or board and a top-level meeting takes place
  • The compe­ting products and services are of equally high stan­dard, the personal rela­ti­onship between the busi­ness part­ners is a decisive advan­tage

Inno­va­tive approach

  • The sales manage­ment compass comple­ments existing sales methods in order to assess the client‘s deci­sion makers better
  • Before the meeting, profiles of the involved deci­sion makers on the client’s side are esta­blished according to modern profiling methods and to compli­ance, based on 5 pillars: 1. Physical appearance, 2. Rela­tions, 3. Work & free time, 4. Mate­rial
    things, 5. Values & stan­dards
  • The profiles focus on the poten­tial strengths and weak­nesses of the deci­sion makers and allow an indi­vi­dual approach
  • Example: If the client is the perso­na­lity type “narcis­sist”, pillars 1 and 4 are rele­vant with regard to him. Thus, a compli­ment is suitable to start the conver­sa­tion, in total, the client‘s part in the conver­sa­tion should domi­nate, it’s advi­s­able
    to flatter a lot and focus on how the client can be even more successful as that is what will reach him
  • The profiles resul­ting from the sales manage­ment compass enable the provider’s CEO to focus comple­tely on the rela­ti­onship level of the deci­sion maker and reason­ably link this to his services

Typical effect/result

  • The rela­ti­onship with the client improves
  • The approach reduces the bidding without winning proba­bi­lity by 60 to 70 % and thereby increases the order proba­bi­lity by a factor of 2 to 3
  • Increased face time and discus­sion with the client on the rela­ti­onship level increases the proba­bi­lity of follow-up orders in the compe­ti­tion with others
Christian

Christian

  • Consul­tant for stra­tegy, sales and product manage­ment
  • Coaching for cases of crises, fraud and corrup­tion
  • Lecturer for compli­ance and nego­tia­tion stra­te­gies

Want to get to know Christian?

Get in contact

Still curious?
There is more to see here:

All impulses