Understanding Customers Better
How to identify real customer requirements and use them to generate added value
I want to …
- Have a successful alternative to competing on price alone
- Create added value for customers and for my company
- Increase customer retention
- Avoid activities that ultimately do not add value
I need …
- A process model to help me work with customers to recognize, assess, and satisfy their real requirements
- Experience in how things actually work in practice
- Convincing arguments to steer my customers toward accepting this new approach
I'm prepared to …
- Invest four days split into two sessions in this training
- Break with the paradigm that customers always know what they want, and/or what is best for them
- Apply what I learn in between the training modules to a case of my own, and subsequently share my experiences
I will …
- Learn from concrete examples, as well as formulate and review hypotheses about value
- Discover how I can increase the value contribution for products and processes
- Talk with customers about value creation and problem solving, not just prices and costs
Overview
Duration: 4 days split into 2 sessions