Business Dynamics Products
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Relative Value Position

Value-based Selling

Performance Plus

Competitor Studies


Relative Value Position Survey Program

Becoming A Value Leader

When customers see you as their source of greatest value – the value leader – they rarely leave the relationship and are more likely to grow it in the future. So called “satisfied” customers may leave when a new relationship offers greater value – that’s why focusing on becoming and staying the value-leader pays-off.

As Bradley Gale points out, “management by fact is the path to competitive advantage.” Business Dynamics’ Relative Value Position (RVP) strategic assessment survey program gives you the facts. The RVP program is specifically designed to tell you which product, service, and cost features your customers value the most when they select a supplier or retailer, and assess how your company compares to the competition in these high-value performance areas. Moreover, the RVP program identifies those customers who view your company least favorably relative to the competition, and it tells you if and why they may be planning to defect.

In the Relative Value Position Program survey we measure a series of requirements and expectations that customers define as being important to them.  These requirements and expectations fall into three broad categories, and we call these categories (or forms of value) Product Quality, Service Quality and Total Customer Cost:

Product Quality is made up of product aspects such as performance, availability and ways products can differentiate customers in their marketplace.

Service Quality consists of all service-related factors such as pre-sales consultation, personnel performance, delivery issues and product support.

Total Customer Cost is made up of any costs of doing business with a supplier such as product price, application costs and payment terms.


Because the RVP program identifies and measures your ability to meet or exceed customers’ most important value requirements, your business will better focus its resources, thus saving money and time and increasing the certainty of achieving results:

• Knowing your competitive standing drives the creation of true differentiation in the market place and creates enhanced customer value.
   
• Identifying where you have problems with target customers helps head off possible loses.
   
• Understanding what customers value and which are inclined to increase business helps you successfully target business growth opportunities.

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Value-based Selling
Training the Sales Staff to Sell Value

One of the most common sales excuses is, “We lost the sale due to price, nothing we could do.”

The truth of course is that a sale is less likely to be lost if the sales process adequately addresses the customers needs – what they value most – and communicates how your company excels in meeting those needs. In any relationship, business to business or business to consumer – including selling commodities – price is just one component of the value story. Sell to what the customer or prospect values most and sales success increases dramatically.

Business Dynamics' Value-Based Selling is a two day sales training workshop designed to create a decisive advantage within an organization’s sales force. This high energy program trains the sales team how to identify and sell to what the customer values most and how to convince customers and prospects of your competitive advantage in these high value areas.

Participants learn:

• Why selling customer value is key to sales success
   
• How to listen for and identify the customer’s value proposition
   
• How to turn this information into a winning sales-pitch
   
• How to recap that you’ve heard their needs and why your company can do it better than the competition.

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Performance Plus Click here to learn more

Enhancing Customer Contact Staff Performance

One of the challenges we face in managing customer contact staff – whether in contact centers, inside sales or sales, and over the counter service roles – is optimizing their service delivery and performance efficiency. These are important business objectives since service and sale staff are the face of the company to our customers and because labor costs are a significant part of our budget.

Business Dynamics helps companies address this challenge with our unique Performance Plus program. This is a highly effective program that identifies performance motivating and de-motivating conditions in the customer service and sales work place and provides management with the knowledge it needs to implement appropriate changes; change that achieves improved service and sales delivery for your customers while enhancing overall service staff performance.

In this high impact program:

• Management learns how certain work conditions act as key-drivers of staff performance and morale, and what this means for the bottom-line.
   
• Business Dynamic staff identify work place strengths and weaknesses that can be leveraged to enhance staff performance and work motivation.
   
• And this knowledge is quickly turned into action and positive change through our management team action planning sessions.

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Competitor Studies Getting To Know Competitor Strengths and Weaknesses

All the great military and business strategists in history tell us that one secret to success is getting to know the competition as well as you do your friends.  This is where Business Dynamics can help with our Competitor Studies.  This program tells you what you need to know about your primary competitors:

• What are their strengths and weaknesses?
   
• Where are they headed strategically?
   
• Why are they gaining or losing business?
   
• Which of their customers may be open to changing sides?

These and many other key questions are answered through in-depth interviews with competitors' staff, competitors' customers and key industry experts and an examination of available public records.  The result is a comprehensive picture that clarifies the competitive landscape and energizes your business strategy.

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