Gain access to a behind the scenes view into the dynamics of B2B selling and buying from the customer’s perspective and provides an understanding of what motivates customers to desire both an immediate and a long-term business relationship with you. At the end of Courses 1 & 2 you will add the following skills to your B2B selling approach:
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Steve has consulted, trained and implemented both strategic and tactical value buying and selling programs in all major North American market centers, as well as Europe, Asia, Latin America, Middle East and Africa - for both B2B selling and buying organizations. His clientele represents over 100 diverse industries and I have consulted on over $10 billion in B2B deals.
Seeing B2B deals from both sides, he has long been fascinated by the question "Why do so many Buyers and Sellers routinely settle for low value deals?” This is especially true when seeing tremendous value for one side (or both parties) that is not even brought into the discussion. His conclusion is that most companies have not rationally thought through what a “high value” deal looks like that will advance their business strategy.
Steve has also found that the term “value” is perhaps the most misunderstood concept in business. Helping clients understand what “value” really means to them and their business, and then positioning, negotiating and closing high value deals is his passion!