{"id":17145,"date":"2019-12-22T15:37:09","date_gmt":"2019-12-22T14:37:09","guid":{"rendered":"https:\/\/www.leadingx.com\/case-studies\/kundenbindung-durch-systemverkauf\/"},"modified":"2020-06-07T13:52:33","modified_gmt":"2020-06-07T11:52:33","slug":"customer-loyalty-through-system-sales-value-based-selling","status":"publish","type":"case_studies","link":"https:\/\/www.leadingx.com\/en\/case-studies\/customer-loyalty-through-system-sales-value-based-selling\/","title":{"rendered":"CUSTOMER LOYALTY THROUGH SYSTEM SALES\/VALUE BASED SELLING"},"content":{"rendered":"<h3><\/h3>\n<p>&nbsp;<\/p>\n<h3>Building and securing of long term and lasting partnership with the customer<\/h3>\n<p>&nbsp;<\/p>\n<h4>Starting position &#8211; customer loyalty<\/h4>\n<ul>\n<li>Client is &#8220;market-leader&#8221; but with little customer loyalty<\/li>\n<li>Competitor tries to gain shares of the market by &#8216;dumping&#8217; prices<\/li>\n<li>Systematic sales and customer loyalty tools exist, but are only partially used, by external sales people<\/li>\n<li>Many young and inexperienced sales people<\/li>\n<li>The previous year, 39 new value based selling systems were introduced to the market<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h4>Goal<\/h4>\n<ul>\n<li>Achieve significant cost cutting for the customer in process cost,s at C-parts management<\/li>\n<li>Make the customer aware of transaction and purchase costs and demonstrate the potential for savings<\/li>\n<li>Increase of customers, who purchase the complete system, related to current needs<\/li>\n<li>Strengthen\u00a0 customer loyalty, expand partnership and push win &#8211; win<\/li>\n<li>Revenue-, gross profit and profit gains, in clear the &#8216;2-digit&#8217; area<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h4>Process<\/h4>\n<ul>\n<li>Kick-off event to start the year, with the complete sales branch: sales people, together with the sales manager and regional sales managers<\/li>\n<li>Make everyone aware of the right attitude and show the effects on sales<\/li>\n<li>Winning is in the mind! Learning, using and making aware of mental qualities<\/li>\n<li>The complete sales process &#8211; experience it enthusiastically &#8211; from planning to implementation to control<\/li>\n<li>Develop a innovative system, to visualise the connection of &#8220;price cost-profit&#8221;<\/li>\n<li>Learning from the Best<\/li>\n<li>Trigger practice transfer on site with the management and secure sustained implementation for the rest of the year<\/li>\n<li>Secure, focus and ongoing self-control<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h4>Result<\/h4>\n<ul>\n<li>More than 170 new systems got put in place (four times as many as the previous year) and customer loyalty increased<\/li>\n<li>Clear&#8221;two digit&#8221; revenue and profit increase<\/li>\n<li>Customers safe 30%-70% on purchase and internal costs of transactions<\/li>\n<\/ul>\n<h4><\/h4>\n<p>&nbsp;<\/p>\n<h4>Magic<\/h4>\n<p>&#8220;Opportunities within the market are realised and bravely implemented&#8221;<\/p>\n<p>&#8220;Genuine and lasting partnership with the customer, in the sense of win &#8211; win&#8221;<\/p>\n<p>&#8220;Stamina and motivation throughout the year&#8221;<\/p>\n<p>&#8220;now I know what it means to sell &#8211; it gives me energy and courage for its implementation&#8221;.<\/p>\n<p>&#8220;everyone works and pulls in the same\u00a0 direction!&#8221; MG<\/p>\n","protected":false},"featured_media":0,"template":"","tags":[],"class_list":["post-17145","case_studies","type-case_studies","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v16.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>CUSTOMER LOYALTY THROUGH SYSTEM SALES\/VALUE BASED<\/title>\n<meta name=\"description\" content=\"Building and securing of long term and lasting partnership with the customer. 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