References

Moving from product-focussed to customer-centred, interactive behaviour to gain market shares

Our client and their needs

This company is one of the world’s leading manufacturers of high-quality injection moulding machines for plastics processing. Its trademark is its modular product range made up of energy-efficient, electric, hybrid and hydraulic machines and corresponding peripherals. Based in Germany, the company employs 2,700 staff and generates an annual turnover of around 600 million Euros.

Competition in this market is set to become increasingly tough in the future. Looking ahead, the company aims to increase its market share with the help of training. The strength of the company – its solid customer relations – should be expanded further, whilst honing the expertise of sales staff. The goal is for sales staff to sell products and create customer loyalty through a consulting approach.

Our design and delivery

During the preparatory phase, the sales strategy had to be revised by studying the market segmentation. Once it was clear which companies were to be targeted, new and innovative sales channels were developed that no longer focussed on the product, but rather on people and their requirements.

Which topics were dealt with in the training?

Basic attitude towards customers and employees’ own task areas
Improving personal impact
Confident demeanour
A customer-oriented approach
Confidence when dealing with customers
Self-motivation
Dialogue techniques and effective sales pitches
The art of negotiation in difficult situations
Effective telephone calls
Introduction to sales
Written correspondence with customers
Creating effective offers
How do I seal the deal?
Complaints are personal opportunities
The weight of the price is a matter of perception

Our results and their impact

Our training sessions imparted knowledge, but it was the real-life practice in between those dates that really brought about behavioural changes and sustainability, and ultimately generated positive results. Participant feedback showed that the physical tools, such as memory cards and manuals, were highly appreciated as memory aids, and are still used regularly today. The participants also reported that far from being just another training course, several ‘light-bulb moments’ had followed since.

Contact our Consultant

Das sagen Kunden über gustavkäser:

„Mit dem gustavkäser Training habe ich gelernt, bestimmter aufzutreten und klare Botschaften zu formulieren. Die 4 Führungsgrundsätze begleiten mich seitdem täglich in meiner Arbeit. Dadurch geht es mir persönlich viel besser und es macht mir im Umgang mit meinen Kollegen einiges einfacher. Das schätze ich jeden Tag aufs Neue!“

Daniela Hug
Operations Manager
Volkshaus Basel
„Metrohm ist stolz darauf, der erste gustavkäser Kunde in Brasilien zu sein. Das erste Training vor mehr als 10 Jahren hat wesentlich dazu beigetragen, unsere Ergebnisse zu verbessern. Wir haben einen sehr engen Kontakt zu gustavkäser und unser jährlicher Schulungsplan besteht aus einem vielfältigen Portfolio von Modulen, die sich hauptsächlich auf den Kundenservice und das Verkaufsteam konzentrieren.“

Sandro Barriouevo
Sales Manager
Metrohm
„Ich freue mich jeden Tag, das praxisorientierte Erlernte aus dem gustavkäser Training mit meinem Team oder bei unseren Partnern umzusetzen und anzuwenden.“

Heinz Reber
Marketing- und Verkaufsleiter
Chocolats Camille Bloch
„Meine Erfahrung mit gustavkäser Trainings war exzellent: Ich kann meine persönliche berufliche Entwicklung und das Wachstum meines Teams deutlich erkennen. Bei Kundenbesuchen bringe ich immer das Wissen von gustavkäser mit ein und erziele damit signifikante Ergebnisse.“

Marcelo Teodoro van Lieshout
Regional Sales Manager
DSM

Alle Referenzen

Referenzauszug

ABB • ABBOTT LABORATORIES • ASCOM SOLUTIONS • AIR PRODUCTS • ALLIANZ • ANDREAS STIHL • ASML • AVIS • BACARDI • BASF • BAYER • BAYER SCHERING • BELIMO AUTOMATION • BERENBERG BANK • BERLIN HYP / LBB • BERTELSMANN • BLACK & DECKER • BOEHRINGER INGELHEIM • BOSCH • BOSCH PACKAGING • BRIDGESTONE • BURCKHARDT COMPRESSION • CAMPARI • C. & E. FEIN • CANON • CHEMTURA • CISCO • CITIBANK • COCA-COLA/CCE • DÄTWYLER CABLING SYSTEMS • DAIMLER • DEUTSCHE TELEKOM • DKSH • DKV EURO SERVICE • DSM • EDEKABANK • ENERGY AUSTRALIA • ENERSYS • ERCO LEUCHTEN • FABER CASTELL • FAG • FERAG • FESTOOL • FRAPORT • GATE AVIATION • GATE GOURMET • GEBERIT • GLAXO SMITH KLINE • GOODYEAR • GUARDIAN • HAKLE-KIMBERLY • HELBLING TECHNIK • HITACHI TOOLS • HOCHTIEF FORMART • HOERBIGER • HOFFMANN-LA ROCHE • HONEYWELL • HP PELZER GROUP • HSBC TRINKAUS • JOTUN • JT INTERNATIONAL • JULIUS BÄR • KPMG • KUEHNE & NAGEL • LAUFEN BATHROOMS • LBB BERLIN HYP • L’OCCITANE • LVM • METROHM • MICROSOFT • MINOLTA • MITSUBISHI GAS CHEMICAL • MITSUI CHEMICALS • MONDI • NECEL ECTRONICS • NESTLÉ • NIKE • NOVARTIS • NUTRECO • OCE • DR. OETKER • ORACLE • OTTO • PARMALAT • PEEK & CLOPPENBURG • PEPSICO • PFIFFNER MESSWANDLER • PFIZER • PHILIP MORRIS • PORSCHE • PROCTER & GAMBLE • ROCHE DIAGNOSTICS • ROCHE PHARMA • RUSTLER GRUPPE • SANDOZ • SANOFI AVENTIS • SAP • SCHAEFFLER • SCHIEDEL • SCHINDLER • SCHWARTAUER WERKE • SEGMÜLLER • SEIKO • SENSIRION • SIEMENS • SULZER • SWISSCANTO • TAZ • TCHIBO • TDK • TOSHIBA ELECTRONICS • TOYOTA • TROUW NUTRITION • T-SYSTEMS • TTC • TTS • VOSSLOH • VANDERLANDE INDUSTRIES • VOITH GRUPPE • WESTFALIA SEPARATOR • WOLFORD • WÜRTH • ZUMTOBEL LIGHTING • ZÜHLKE ENGINEERING