Complementary Solutions announces a new customer-driven sales methodology.

PRLog (Press Release) - Apr. 12, 2012 - In order to compete for contracts that would normally go to larger competitors, SME’s need to build trust in their customer relationships and they need to do it quickly. Clem Earle, one of the directors of CSL explains: “If smaller vendors are to succeed they have to learn how to properly differentiate themselves and also to learn how to transfer the DNA of their own businesses (their IP or intellectual property) across to their customers.”

Earle maintains that only by learning the processes of differentiation will smaller vendors succeed in the longer term.

“There are ways”, he says, “that smaller companies can outmanoeuvre  competitors”. He uses an analogy with judo where the opponent’s weight is used against him. “We show our clients how to get competitive advantage and how to use it again and again to continue to win new business. It’s a set of proven techniques that can be used in both the private and public sectors to maximum effect”.

He cites an example where a bidder for a public sector contract worth hundreds of millions of pounds used some of these techniques to win a piece of business that is now a household name in the UK.

CSL’s program - “Differentiate to Win” (D2W) - can be accessed via short public seminars or through private coaching sessions. It focuses on the business to business (B2B) environment but is not regular sales training, instead aimed at stimulating a change of thinking in senior management teams to facilitate significant growth.

“The program offers a way of going about the sales process that is different from the approach advocated by other sales coaches and does it in a way that involves the customer every step of the way.”

In addition, and in line with CSL’s philosophy, the company now holds the worldwide exclusive rights to The Trusted Seller, Mark Bishop’s seminal work on the ten behaviours that sellers need to exhibit to stand a real chance of winning business.
After an extended trial cycle the company is now in discussion with potential partners to accelerate rollout of the DTW program in 2012.

Ends


For more information please contact:
Press Office - Complementary Solutions
Phone: +44 (0) 7736 383 220
Email:info@complementary-solutions.com   
Website: www.complementary-solutions.com

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What we do: we enable our customers to increase win rates by up to 20% (and sometimes more). How do we do it? We show how the DNA of your business can be transferred, profitably, to that of your client. We show you how to properly articulate your value, how to sell that value and, finally, how to deliver that value. We can show you how to increase average order values, improve win rates and to shorten sales cycles.


We’ve all heard of win-win, but how about win-win-win? Where your value is passed to your client and then onto his/her client? Or win-win-win-win? Where a chain of value is created and where your business DNA is embedded within that chain and every client in it is more than happy to pay a royalty to you for accessing it?


Our techniques have been developed and tested in the corporate world and are now available to our SME customers operating in the B2B environment. We also have a number of partners who use our techniques to improve their performance.