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September 2018

Open classroom training: Determine and sell the added value (Dutch)

14 September 2018 @ 13:00 - 17:00 CEST
|Recurring Event (See all)

One event on 10 January 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP

Sometimes you do not understand why your customer hesitates to buy your product or service. After all, he is going to make or save a lot of money if he chooses your product or service, because the financial benefits are higher than the costs. In other words: there is a positive Return On Investment (ROI). Apparently you have not (yet) been able to convince the customer of the added value of your product. In this training you will learn how you can do that ...

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Webinar: Procrastination and price negotiation (Dutch)

21 September 2018 @ 09:00 - 10:00 CEST
|Recurring Event (See all)

One event on 17 January 2020 at 09:00

Online, Online
Online, The Netherlands

Some sales processes take a long time ... too long. If you don't close at the right moment, it often results in not getting the deal at all. There can be many reasons why potential customers procrastinate making a decision. You've heard those reasons before: they need to consult others, they want to make a comparison, the inevitable price discussion or the 'last minute demand'. We will discuss advanced techniques that allow you to shorten the decision making process ...

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October 2018

Open classroom training: Pipeline management and generating leads via LinkedIn (Dutch)

4 October 2018 @ 13:00 - 17:00 CEST
|Recurring Event (See all)

One event on 7 February 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP

The world has changed enormously over the last 10 years. Social media such as LinkedIn have given an opening to easily connect to 500 million professionals worldwide. 40% of the professionals check their LinkedIn messages on a daily basis (and 75% of the managers with end-responsibility do that on a daily basis). Needless to say, here is a huge opportunity to use this medium to generate new business. But how do you do that? In this…

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Webinar: Determine and sell the added value (Dutch)

19 October 2018 @ 09:00 - 10:00 CEST
|Recurring Event (See all)

One event on 14 February 2020 at 09:00

Online, Online
Online, The Netherlands

Sometimes you do not understand why your customer hesitates to buy your product or service. After all, he is going to make a lot of money if he chooses your product or service, because the proceeds are higher than the costs. Either, there is a positive Return On Investment (ROI). Apparently you have not (yet) been able to convince the customer of the added value of your product. In this webinar you learn how you can do that. We're going into this webinar ...

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November 2018

Open classroom training: Large account management (Dutch)

9 November 2018 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 6 March 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP

Serving a few larger customers requires you to devote more time to each customer, compared to serving a lot of smaller customers. Such a big customer requires a special approach. You will have to write an account plan, investigate the DMU thoroughly, establish a contact matrix for multi-level sales activities and, if possible, establish contacts at a higher level in the organization. This requires special insights and conversation skills and this is all addressed in this training. In a…

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Webinar: Pipeline management and generating leads through LinkedIn (Dutch)

16 November 2018 @ 09:00 - 10:00 CET
|Recurring Event (See all)

One event on 13 March 2020 at 09:00

Online, Online
Online, The Netherlands

The world has changed tremendously over the last 10 years. Social media such as LinkedIn have given an opening to easily connect with 500 million professionals worldwide. 40% of the professionals check their LinkedIn messages on a daily basis (and 75% of the executives do that on a daily basis). Needless to say, here is a huge opportunity to use this medium to generate new business. But how do you do that? In this…

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December 2018

Open classroom training: Handling resistance (Dutch)

6 December 2018 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 3 April 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP

This training is about dealing with different types of resistance, such as (poor) excuses, brush-offs and objections. You learn what the underlying reason of each type of resistance is and how you can use an effective technique to ensure that you manage the conversation while maintaining control. Contents: The difference between brush-offs, objections and excuses.The underlying reasons for each of these types of resistance. How do you deal with it and keep a pleasant conversation atmosphere? Practice with 12 ...

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Webinar: Large account management (Dutch)

December 14, 2018 @ 9:00 AM - 10:00 CET
|Recurring Event (See all)

One event on 17 April 2020 at 09:00

Online, Online
Online, The Netherlands

Serving a few larger customers requires you to devote more time to each customer, compared to serving a lot of smaller customers. Such a big customer requires a special approach. You will have to write an account plan, investigate the DMU thoroughly, establish a contact matrix for multi-level sales activities and, if possible, establish contacts at a higher level in the organization. This requires special insights and conversation skills and this is all addressed in this webinar...

Find out more »

January 2019

Classroom open training: identifying customer needs (Dutch)

9 January 2019 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 8 May 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP

In this training you will learn how to unveil the needs of customers during the investigation stage of the sales conversation. You learn to find the roles in the DMU (decision-making unit) and gain insight into the decision-making process. In half a day not only the theory is dealt with, but also many role-plays are done (and recorded) so that you immediately experience how you can apply certain techniques. Sparring with the other participants is always very appreciated in these training courses! Thinking together ...

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Webinar: Handling resistance (Dutch)

11 January 2019 @ 09:00 - 10:00 CET
|Recurring Event (See all)

One event on 15 May 2020 at 09:00

Online, Online
Online, The Netherlands

This webinar makes you a pro in dealing with resistance! You will learn the differences between the different types of resistance, such as (poor) excuses, brush-offs and objections. And of course, you learn how you can best respond to each of these types! Discover the power of the various objection techniques and understand how you apply them in conversations with customers. At the end of the webinar you get the corresponding exercises and theory in the app and you can practice for a month with ...

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February 2019

Open classroom training: Question techniques and listening skills (Dutch)

8 February 2019 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 5 June 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP
+ Google Maps

In this training you learn not only to ask the right questions, but also to listen better! The BEYONCE model helps you to test your listening skills so that you learn to listen actively and fundamentally. In half a day not only the theory is treated, but also many role plays are done (and recorded) so that you immediately experience how you can apply certain techniques. Sparring with the other participants is always very appreciated in these training courses! Thinking together ...

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Webinar: Identifying customer needs (in Dutch)

15 February 2019 @ 09:00 - 10:00 CET
|Recurring Event (See all)

One event on 19 June 2020 at 09:00

Online, Online
Online, The Netherlands

In this webinar you learn how to collect the right information in the sales conversation with your customer. You learn to discover the needs of customers during the investigation stage of the sales conversation. You understand the different roles in the DMU (Decision Making Unit) and know how to map out the DMU. This gives you insight into the decision-making process. Contents: How to structure your sales conversation, Find out the buying motive, the communication style and the role of the customer in the DMU, Selection criteria for prospects, adv ...

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March 2019

Open classroom training: DISC communication styles (Dutch)

14 March 2019 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 21 August 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP
+ Google Maps

In this training you will learn how to recognise communication styles, using the DISC model. This helps to build rapport with your conversation partner (there will be 'affinity') and you will improve communication with everyone, even with people who have a different communication style than you. For an additional fee you can do an online DISC test yourself and you get a comprehensive report about your communication style, motivators, demotivators and behavioral characteristics. In a half day not only the theory is discussed, but ...

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Webinar: Question techniques and listening skills (Dutch)

15 March 2019 @ 09:00 - 10:00 CET
|Recurring Event (See all)

One event on 28 August 2020 at 09:00

Online, Online
Online, The Netherlands
+ Google Maps

In this live webinar, you learn not only to ask the right questions, but also to listen better! The BEYONCE model helps you to test your listening skills so that you learn to listen actively and fundamentally. After the webinar, you get the corresponding exercises and theory in the app and you can practice for a month with videos and cases. This will allow you to anchor the matter better and apply it without thinking in real situations. Of course do ...

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April 2019

Open classroom training: Convincing (Dutch)

12 April 2019 @ 13:00 - 17:00 CEST
|Recurring Event (See all)

One event on 11 September 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP

In this training you learn to present your solution to the customer in a structured way. Translating features into benefits that are in line with the customer's buying motive and communication style is central to this. The principles of Cialdini result in a very effective convincing technique, with which you can repeatedly let the customer say "yes". Contents: Insight into the 6 principles of persuasion of Dr. Cialdini: Reciprocity, Scarcity, Authority, Consistency, Sympathy, Consensus.The RIGHT convincing technique: apply it with your own product aspects ...

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Webinar: DISC communication styles (Dutch)

26 April 2019 @ 09:00 - 10:00 CEST
|Recurring Event (See all)

One event on 18 September 2020 at 09:00

Online, Online
Online, The Netherlands

In this live webinar you learn how to recognize communication styles using the DISC model. This will help to build rapport with your conversation partner (there will be 'affinity') and you will improve communication with everyone, even with people who have a different communication style than you. For an additional fee you can do an online DISC test yourself and you get a comprehensive report about your communication style, motivators, demotivators and behavioral characteristics. This webinar is interactive and immediately afterwards you get the corresponding assignments ...

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May 2019

Open classroom training: Price presentation (Dutch)

10 May 2019 @ 13:00 - 17:00 CEST
|Recurring Event (See all)

One event on 9 October 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP
+ Google Maps

In this training you will learn how a price is created and how to present it in a convincing way. When do you present the price in the conversation? What price techniques can you use? How do you deal with price objections? After this training, there are no more secrets for you and you present he price in a convincing way. If there are any objections, you will learn how to effectively disarm them. Content: Price perception and pricing strategies The influence of the ...

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Webinar: Convincing (Dutch)

24 May 2019 @ 09:00 - 10:00 CEST
|Recurring Event (See all)

One event on 16 October 2020 at 09:00

Online, Online
Online, The Netherlands
+ Google Maps

In this webinar you learn to present your solution to the customer in a structured way. Translating features into benefits that are in line with the customer's buying motive and communication style is central to this. The principles of Cialdini result in a very effective convincing technique, with which you can repeatedly let the customer say "yes". Insight into the 6 principles of Dr. Cialdini: Reciprocity, Scarcity, Authority, Consistency, Sympathy, Social proof. Use the RIGHT convincing technique with your own...

Find out more »

June 2019

Open classroom training: closing the deal (Dutch)

7 June 2019 @ 13:00 - 17:00 CEST
|Recurring Event (See all)

One event on 6 November 2020 at 13:00

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer, South-Holland 2718 RP
+ Google Maps

In this training the final part of the sales discussion is discussed: getting commitment. Every step in a successful sales process requires commitment from the customer: commitment to make a follow-up appointment, give a presentation, start a trial, have a conversation with another person, make a calculation and, ultimately, commitment to do business with each other. The most important aspects, such as the recognition of buying signals and the different closing techniques are explained. Content: What the importance ...

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Webinar: Price presentation (Dutch)

14 June 2019 @ 09:00 - 10:00 CEST
|Recurring Event (See all)

One event on 20 November 2020 at 09:00

Online, Online
Online, The Netherlands

In this webinar you learn how a price is created and how to present it in a convincing way. When do you present the price in the conversation? What price techniques can you apply? How do you deal with price complaints? After this training, there are no more secrets for you and you present the price in a convincing way.
If there are any difficulties in getting the price accepted, you will learn how to effectively cope with that. Content: Price perception and pricing strategies The influence of the ...

Find out more »
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