Not just differentiated but distinguished

Think of your core product or service – how many of your competitors can do much the same? Almost all of them. So how will you differentiate, drop your prices? – But then you are only competing with yourself.

The real differentiation will come from first listening genuinely to the values, priorities, end gains, preferences, inconveniences, of your customers, their key stakeholders and indeed your customer’s customers, then building solutions to serve those values perfectly. Finally communicating and interacting with them for care, clarity and with confidence. This will build confidence, trust and faith of your customers in you. At this point, you ‘are’ the differentiators. You are no longer differentiated but distinguished.

This program, using Sanjeev’s revolutionary Value Onion / Response Onion (VORO) method, has helped hundreds to companies to get their customers to become strategic accounts with preferred status. It transforms your organisation and people in it, whether they are from sales or service delivery, to be viewed as trusted partners in enabling their success.

Main Topics

  • Connecting impactfully with customers and their stakeholders and making an impact from the start – capturing interest, hearts, minds and serving true value.
  • Shaping our mindset towards value and genuinely understanding it
    – Spirit of Enquiry©
  • Listening, engaging customers with the intellect and emotional connection – shifting from the ME sphere to the YOU sphere.
  • Forging excellent relationships and rapport.
  • Navigating conversations with ease, agility, relevance and confidence.
  • Strengthening our mind away from fears, prejudices and resistances.
  • Handling tough situations, objections and blocks brilliantly without derailing.
  • Constructing perfect and responsive solutions, strategically built.
  • Negotiating well beyond the compromise of old-fashioned win-win.

The style of these programs is entirely conversational, interactive and starved of PPT.
We take real situations, often your own, simulate them then examine, enhance and improve. It transforms our reactions and generates results.