Hovingh & Partners Masterclass
Last Friday, the 13th of May, we welcomed a small group of senior executives from various industry, ICT, services and FMCG environments to our offices. Jordi van Berkum, Partner at Hovingh & Partners, led the session on how to measure customer satisfaction to guarantee 100% retention. Hovingh & Partners is a renowned sales and negotiation consultancy, offering training, coaching and implementation of the world’s best methods. Jordi himself has a background leading (international) sales teams at Tech Data and Clariant.
Short term price increase
One of the current main trends, in several industries, is short term price increase. As a consequence, focus from a sales perspective should be even more on relationship than on price. Transparency is key. The price increase should be explained to the customer before the actual implementation of the price increase, at all times. In this way, the customer understands where the increase is coming from which reduces the chance of a possible first strong emotional reaction. As emotion works five times faster than ratio, it is important to justify such a decision.