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Entelechy uses a proven process to tailor performance
solutions to meet each client's unique needs.
Our High Performance Customer Service (HPCS) modules are very flexible and
can be customized, organized and delivered to achieve the desired results in your organization.
Contact us to discuss your customer service performance requirements.
Providing Products to Customers
Overview
Do your palms sweat thinking about “selling”? When you think of sales, does your mind conjure up images of slick-talking, manipulative, sleazy, and pushy people? If so, you may be missing a huge opportunity to be of service to your customer!
Customer focus is NOT simply a matter of providing outstanding service in response to a customer’s stated needs. Customer-focused professionals listen for unstated customer needs and are able to position additional products and services that may benefit the customer.
Performance Outcomes
As a result of participating in Providing Products to Customers, you should be able to:
- Distinguish positioning from presenting.
- Use benefits that position product and service features that are important for the customer.
- Develop and deliver Initial Value Statements that pique the customer’s interest.
Activities
Activities include an interactive lecture on the distinction of positioning versus presenting and features, benefits, and differentiators; team exercise where teams use benefit statements and the Six Reasons People Buy to position effectively; and a coached role play to practice a real life situation with peer coaching.
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