{"id":17156,"date":"2019-12-19T16:00:40","date_gmt":"2019-12-19T16:00:40","guid":{"rendered":"https:\/\/www.leadingx.com\/case-studies\/neue-wege-zum-kunden\/"},"modified":"2020-06-07T13:14:10","modified_gmt":"2020-06-07T11:14:10","slug":"new-approaches-to-customers","status":"publish","type":"case_studies","link":"https:\/\/www.leadingx.com\/en\/case-studies\/new-approaches-to-customers\/","title":{"rendered":"NEW APPROACHES TO CUSTOMERS"},"content":{"rendered":"<h3>From relations-management to relations-leadership in sales<\/h3>\n<p>&nbsp;<\/p>\n<h4>Starting position<\/h4>\n<ul>\n<li>The client is &#8220;leader&#8221; in the market, customers usually buy from several suppliers.<\/li>\n<li>The old way of selling individual products reaches its limits, and is also very tedious for the seller.<\/li>\n<li>The competitor tries to gain market-share, through price-dumping and &#8216;&#8221;methods of pushing prices&#8221;.<\/li>\n<li>For future growth new ways to the customer are needed.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h4>Goal<\/h4>\n<ul>\n<li>developing customers into a system-customer<\/li>\n<li>Relations-leadership: stable customer relationships and genuine customer-service<\/li>\n<li>contribution to customer success<\/li>\n<li>strengthening customer-loyalty, expanding partnerships and promoting &#8216;win-win&#8217;.<\/li>\n<li>Solution-sales instead of product-sales<\/li>\n<\/ul>\n<h4><\/h4>\n<h4>Process<\/h4>\n<ul>\n<li>Product sales process based on the attitude towards me and the customer<\/li>\n<li>three times 2 days workshops, partly together with the managers<\/li>\n<li>learning from practice: as a &#8220;finder of success&#8221;, from successes as well as failures.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h4>Result<\/h4>\n<ul>\n<li>stable customer loyalty, follow-up business, customer relationship<\/li>\n<li>win- win-partnership: does not mean that only the partner achieves<\/li>\n<li>Systemverkauf w\u00e4chst zweistellig<\/li>\n<li>system-sales grows in double digits<\/li>\n<li>building on that, expanding the market-share<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h4>Magic<\/h4>\n<p>&#8220;From relations-management to relations-leadership: the relationship is not manipulatively managed, but lived in partnership with the leadership-partner. This creates cooperation, customer-loyalty and growth.&#8221;<\/p>\n<p>&#8220;Selling is a lot more fun for me and my customers &#8211; and is much more productive &#8211; for my customers and well as for myself.&#8221; MG<\/p>\n","protected":false},"featured_media":0,"template":"","tags":[],"class_list":["post-17156","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>NEW APPROACHES TO CUSTOMERS<\/title>\n<meta name=\"description\" content=\"From relations-management to relations-leadership in sales. 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