Krauthammer

Solution Selling Essentials

Provide relevant solutions to the customer

Insights

Are you ready to radically overhaul your sales style? Or is selling a new profession and do you want to learn more about a modern and future-proof approach? Aren’t you into superficial conversations and transparent sales techniques? Then you are at the right address with this program.
Increasingly, selling is the result of offering valuable solutions to the customer. To discover these opportunities you need to connect with customers. By co-design you build solutions together with the customer. In the end the customer decides to opt for cooperation because he trusts you now. During this program you will learn how to work with your client in 4 steps: Connect, Construct, Close & Conquer.

Who's it for

Sales people / account managers with 0-4 years of experience, sales people / account managers who want to change their style and approach, indirect sales people such as Technical Support, Marketing, Commercial Office.

Benefits

  • For you personally: better focus on customer potential and meaningful opportunities, (price) negotiations become easier, your sales turnover grows, intensive and long-term cooperation with the customer and a clear increase in the number of very satisfied customers.
  • For your organization: less transactional sales - more sales based on good understanding of the customer, long-term customer relationships, proactive use of the network, more meaningful meetings with customers and prospects, good flow in the commercial pipeline, retention of margins, more desired assignments

EUR 3380

Dates Jun 5, 2018
Jul 3, 2018
Sep 11, 2018
Oct 9, 2018
Language Dutch
Region Amersfoort
* This total investment (excl. VAT) includes all material and catering.

Learning journey

learning journey

Virtual interaction

361

361° online self & peer evaluation

361° behavioural snapshot

Positive Mirror

Positive Mirror

Sharing positive feedback

Face-to-face interaction

Classroom training

Class room training

Essential time to practice and learn through role and real plays

Autonomous learning

Elearning

E-learning

Complete range of digital content

Memo card app

Memo Card App

Helpful memory triggers always at hand

Portal

Learning experience system Koach

Our multi-device user-centric platform provides an immersive learning experience that improves learning engagement

On the job practice

On-the-job practice

Our learning journeys stimulate maximum on-the-job practice with frequent opportunities to report back and share successes.

Programme

Day 1- Connect

  • Increase network connections to generate possibilities.
  • Critical moments of truth addressed: selecting and prospecting.
  • Setting the foundation for sales success.
  • Mastering the fundamentals of connecting communication.
  • Transforming your customers into proactive lead generators.
  • Making the right choices for growth.
  • Having the choice for positive impact.
  • Generating meetings as the first step towards new business.

Day 2- Construct

  • Improve the discovery of the customers real need.
  • Critical moments of truth addressed: framing and proposing.
  • Reporting on results achieved.
  • Investing in trust.
  • Knowing your customer.
  • Creating the incentive to buy.
  • Differentiating ourselves by communicating value.
  • Running effective sales meetings.

Day 3- Close

  • Improve assertiveness and confidence to get the deal.
  • Critical moments of truth addressed: closing.
  • Reporting on results achieved.
  • Presenting a compelling offer.
  • Closing the deal 1
  • Closing the deal 2 - Handling objections in order to close.
  • Closing the deal 3 - Becoming a true business partner.
 

Day 4 -Conquer

  • Grow the business with the next challenge.
  • Critical moments of truth addressed: accompanying.
  • Reporting on results achieved.
  • Activating our networks to generate leads.
  • Mastering the art of positive psychology and neuro-communication in sales.
  • Managing the account to grow the business.

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