What is LAUNCH?

LAUNCH (TM) is an innovative approach to customer engagement.  It places the focus on actually LISTENING to a customer and leading him towards developing a trust relationship with you. In essence, LAUNCH (TM) breaks down customer barriers.  When utilized, a properly structured LAUNCH (TM) process helps to position you in front of a customer by making sure the customer is acutely aware that you are focusing on them instead of your personal sales goals (common in the “Hard Sell” approach to selling).

Let me talk to you about training and introducing you and then your sales team to the concept of LAUNCH (TM)!

LAUNCH (TM) was developed by my mentor and former boss, Ken Tasch (please visit Go Launch Sales for more on LAUNCH (TM) and about Ken).  When I was introduced to the concept by Ken, I knew he had something!  So we worked to perfect the process together; my focus was (and still is) the implementation of the process and concept through the Sales/BD team, top to bottom.  The goals were to:

1. Make the customer feel that the person in front of them is one of the strengths of the organization – this person is a reason to do business with this company.
2. Develop a relationship with the customer based on trust and mutual respect.
3. Understand the customers challenges, and their needs.  Be sure they know you are focused on their needs.
4. Learn more about the potential of an opportunity so it can be shared with management and inserted into the pipeline, as well as document the complex path to eventual opportunities.
5. Grow the business by increasing opportunities and increasing order intake as a result.
6. Provide a tool for the growth and development of our sales individuals.

The Process

Here is the basic premise of LAUNCH (TM):

LISTEN – to the customer
ASK – the right questions
UNDERSTAND – what their pain is clearly
NEED – identify what the customer needs
CREATE – a relationship, an opportunity and a solution
HOLISTIC – think holistically also; examine the bigger picture; how can you add to the scope and value of the opportunity?

Ask us how we can help you develop trust with your customers to increase opportunities using LAUNCH!