“METHODICAL CUSTOMER DEVELOPMENT”
Customer care? Many people associate this with managing existing customers and processing ongoing issues and inquiries. This is exactly where we see the difference between a reactive and an active sales mindset. The next question is: How much do you actually know about your customer? You can only use crossselling and upselling potential if you actively deal with your customers. This is where the Account Plan comes into play.
With this methodical approach, you will really get to know your customers and their business models based on precise and repeatable analysis steps. You will obtain significantly more in-depth knowledge of your customers. This is what will distinguish you from a reactive product seller. You will ap- pear more competent and professional and develop a much stronger value story for your customers.