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Results found: 11

. Step 1: Update the needs of your stakeholders and stimulate new ones: A4002.IdentifyCustomerNeeds.
. Step 2: Rethink and describe all the services you can offer: A4018.KeyServicesPortfolio.
. Step 3: Increase the perceived value of your activities/solutions/services: A4025.PerceivedValueGrower.
. Step 4: Redesign the stakeholder or customer experience, or use this tool to survey customer experience: A4125.CustomerExperience.
. Step 5: Align with vision, mission, and corporate strategy: A4022.EnterpriseStrategy.
. Step 6: Enhance your persuasive skills: A4040.PersuasionStrategy.
. Step 7: Compare and enhance solution options: A4063.SolutionComparisonChart.
. Step 8: Consider the brand positioning strategy: A4082.BrandPositioningStrategy.
. Step 9: Integrate the promotion strategy: A4083.BrandCategory&Promotion.
. Step 10: Respond to recurring and challenging questions: A4123.AnswerInconvenientQuestions.
. Step 11: Refine your negotiation strategy: A4111.NegotiationStrategy.

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A4002.IdentifyCustomerNeeds

This tool allows for detecting the needs of clients, partners, and suppliers, their challenges and difficulties, proposing targeted solutions.

Key Results Solved Problems
Identifying client needs and stimulating new ones Difficulties distinguishing between the problem, the needs, and the solutions
Demonstrating to clients the ability to solve their problems Some clients struggle to understand which solution can help them
Empathizing with clients and partners Clients poorly informed about the problems that can be solved
Encouraging collaborators to proactively meet needs Proposed solutions are described from the supplier’s perspective rather than the client’s
Assisting clients in recognizing new opportunities Confusing or superficial presentation of solutions
Inspiring clients to promote solutions  
Aligning the narrative of your marketing campaigns  
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A4018.KeyServicesPortfolio

This tool enables a clear description of the services offered to customers, maximizing perceived value and encouraging the discovery of new opportunities.

Key Results Solved Problems
Re(defining your offerings and communicating them effectively to clients Tendency to present one’s offers from an internal perspective rather than from the client’s point of view
Making offering descriptions irresistible and memorable to clients Client expectations not met
Communicating clearly and professionally Limited client understanding of offers
Supporting collaborators in clearly illustrating offerings Client requests beyond the scope of the company’s offer
Helping clients understand which problems are being solved Focus on oneself rather than on clients
Promoting the sale of complementary and enhanced services (cross-selling and upselling)  
Shortening the cash-to-cash cycle  
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A4025.PerceivedValueGrower

This tool enables the enhancement of the perceived value of a service / product by using a fraction of the resources needed to increase its actual value (based on countless concrete proposals).

Key Results Solved Problems
Increasing the perceived value of services, products, ideas, or solutions Significant investments to improve products and services rather than maximizing existing value
Clearly communicating the unique benefits offered, distinguishing from competitors Focus on provided services rather than customer needs
Prioritizing communicated value as well as actual value Reduced perception of the value of provided services and solved problems
Selecting initiatives with low investment and high returns Underestimation of the sacrifices made by clients at the time of purchase
Avoiding allocating resources without guaranteed returns  
Increasing benefits for clients and reducing their sacrifices  
Refining collaborators’ storytelling and their ability to present their services  

 

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A4125.CustomerExperience

This tool is designed to optimize conditions to make the experience offered to customers unforgettable.

Key Results Solved Problems
Enriching customer and user experiences, encouraging them to return Focus on internal performance rather than the customer experience
Improving customer and user journeys by designing tailored experiences Difficulty in retaining customers
Enhancing the perceived customer experience Loss of customers without understanding the reasons
Encouraging word-of-mouth referrals Unsatisfactory loyalty levels
Localizing customers by their choice Weak positive word-of-mouth
Simplifying complexity, making the experience smooth and enjoyable Rise in complaints
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A4022.EnterpriseStrategy

This tool allows for outlining the overall strategy of the organization or significant projects, channeling resources and efforts, and bringing one's credo to life.

Key Results Solved Problems
Realigning vision, mission, key results, and strategy convincingly Difficulty in conveying the company vision at all levels
Guiding collaborators towards vision and mission Heterogeneous perception of the company’s identity
Clearly articulating the company strategy Misalignment of objectives
Formalizing key results and disseminating them at all levels Repeated need to reaffirm project and activity directions
Conveying the company’s beliefs to clients Weak sense of belonging to the organization
Mobilizing collaborators towards action Constant lack of resources and inefficiency
Attracting talent, clients, and strategic partners Obstacles in inspiring team members and attracting new talent

 

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A4040.PersuasionStrategy

This tool helps refine one's persuasion strategy for customers, colleagues, and stakeholders, and to achieve what is desired with greater ease and elegance.

Key Results Solved Problems
Perfecting the persuasive strategy Predominant empirical approach
Using both rationality and the emotional sphere to persuade Failure to prepare a strategy
Seeing opportunities beyond appearances Neglecting the principles of persuasion
Identify the objectives that favor the recipient’s desired results Undervaluing the role of emotions and language in decision-making
Distinguishing what really matters Erosion of credibility over time
Taking the first steps and mitigating apprehension Viewing persuasion as an innate gift rather than a developable skill
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A4063.SolutionComparisonChart

This tool facilitates the comparative analysis of various solutions, enhances their aspects, and organizes the presentation of results, using over 200 evaluation criteria.

Key Results Solved Problems
Valuing your solutions and presenting them to decision-makers Solutions presented without conviction
Selecting the most effective valuation criteria (drawing from over 200 proposals) Failure to consider that every solution has pros and cons
Analyzing variants from all stakeholders’ perspectives Presentation of weak alternatives to decision-makers
Comparing different solution options Use of insignificant or subjective comparison criteria
Examining direct and indirect, intuitive and counter-intuitive, endogenous and exogenous impacts Difficulty in effectively defending one’s choices
Highlighting opportunities in documented proposals serving as decision bases  
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A4082.BrandPositioningStrategy

This tool allows to define the target market best suited to your offerings. A fundamental tool that precedes the marketing phase.

Key Results Solved Problems
Establishing your brand positioning strategy Marketing directed at a non-target audience
Choosing appropriate market segments and attracting the right audience Low response and conversion rate
Clearly explaining the problems solved, the benefits, and the value created High marketing costs due to lack of focus
Equipping sellers with distinctive promotional tools Difficulty in selling (convincing the wrong clients)
Refining the narrative and attracting the best clients High post-sales management costs due to low customer satisfaction levels
Reassuring clients of the validity of their purchase  
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A4083.BrandCategoryAndPromotion

This tool allows to characterize one's offerings and outline a strategy that precedes promotion and marketing.

Key Results Solved Problems
Defining your offering and promotional strategy Customers struggle to understand the value of the offer
Choosing the appropriate terminology for each activity Difficulty in standing out from the competition
Formalizing the consumer promise Ineffective use of the sales pitch
Standing out from competitors Difficulty for clients to remember the organization
Making sure that sellers use a unique promotional message Tendency not to profile distinctively
Facilitating dialogue with clients  
Identifying one’s own catchy slogans  
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A4123.AnswerInconvenientQuestions

This tool is designed to effectively address both Frequently Asked Questions (FAQs) and Inconvenient Question (FIQs), making decisions more solid, reliable, and persuasive.

Key Results Solved Problems
Addressing frequent and uncomfortable questions Lack of clarity in communications
Eliminating rumors Lack of concrete answers
Answering delicate questions with courage Dissemination of unofficial and uncertain information
Stress-testing decisions to strengthen them Dissatisfaction and demotivation
Expressing one’s expertise Need for repeated clarifications
Generating value in minutes  
Formulating incisive questions and stimulating productive responses  

 

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A4111.NegotiationStrategy

This tool offers a methodology for outlining a negotiation strategy that is cooperative and mutually beneficial.

Key Results Solved Problems
Formulating a favorable negotiation strategy Negotiation guided by emotions
Establishing ideal and minimum goals, binding criteria, and negotiation margins Absence of a defined negotiation strategy
Expressing professionalism in dealing with obstacles Difficulty in making decisions and materializing results
Inspiring trust and respect in the counterpart Inability to integrate generated value and cooperate
Clearly defining what makes an offer acceptable Feeling of dissatisfaction despite the apparently positive outcome
Prioritizing integrative rather than distributive negotiation to increase rather than subdivide  
Having a path to success  

A4002.IdentifyCustomerNeeds

Key Results Solved Problems
Identifying client needs and stimulating new ones Difficulties distinguishing between the problem, the needs, and the solutions
Demonstrating to clients the ability to solve their problems Some clients struggle to understand which solution can help them
Empathizing with clients and partners Clients poorly informed about the problems that can be solved
Encouraging collaborators to proactively meet needs Proposed solutions are described from the supplier’s perspective rather than the client’s
Assisting clients in recognizing new opportunities Confusing or superficial presentation of solutions
Inspiring clients to promote solutions  
Aligning the narrative of your marketing campaigns