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Winning Edge®: Building and Maintaining Business Relationships

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.

 

 

 


Public Seminar Locations


For a list of the 2013 locations send us an email:

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:  

· Understand the four phases of trust in the business life cycle, and how they impact the long-term relationship.  
· Learn the unique characteristics of the three modes of business, and how to optimize results in each.
· Understand how the “Leap of Trust” impacts both the short and long term success with a customer.
· Develop diagnostic tools and tracking systems for generating awareness of your unique “Triple Crown of Business Worth.”  
· How to avoid the “Fatal Drop of Trust” with a customer and the potential unrecoverable position.
· Identify, manage and influence the authority and financial decision-makers in the complex buying process.  
· Learn the process of in-depth customer and market analysis – the foundation of successful strategic plans.  
· Understand the customer organization’s specific culture and style in dealing with change and risk.
· Develop comprehensive Action Plans and monitoring systems to retain your key customers.
· Learn behavioral aspects of the complex relationship process, including team negotiation and resource planning.  
· Understand the process of fostering long-term “retention” agreements.
· Develop relationship value and strength between your own and the customer’s organizations.

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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