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March 2019

Open classroom training: DISC communication styles (Dutch)

14 March 2019 @ 13:00 - 17:00 CET
Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 RP
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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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April 2019

Open classroom training: Convincing (Dutch)

12 April 2019 @ 13:00 - 17:00 CEST
Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 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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May 2019

Open classroom training: Price presentation (Dutch)

10 May 2019 @ 13:00 - 17:00 CEST
Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 RP
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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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June 2019

Open classroom training: closing the deal (Dutch)

7 June 2019 @ 13:00 - 17:00 CEST
Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 RP
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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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August 2019

Classroom open training: Acquisition (Dutch)

22 August 2019 @ 13:00 - 17:00 CEST
Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 RP

In this training we will discuss how to approach potential customers. Many salespeople find it difficult to make new contacts and are afraid of rejection. Nevertheless, it is important for most salespeople to fill the pipeline with new prospects. Years ago, mailings and cold calls were the only instruments for acquisition. Social media now play an important role in approaching new customers. All aspects of acquisition will be discussed in this training. Content…

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September 2019

Open classroom training: Negotiate excellently (Dutch)

6 September 2019 @ 13:00 - 17:00 CEST
Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 RP

In this training you will learn how to negotiate successfully. There are various negotiation styles, and being able to negotiate excellently immediately pays off in getting more value out of deals. In this interactive training you will try to get a better deal in negotiations with your fellow students! We will discuss the following aspects: What is the difference between positional and principled negotiation? What are your ZOPA and ...

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October 2019

Open classroom training: present and demonstrate excellently (Dutch)

4 October 2019 @ 13:00 - 17:00 CEST
Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 RP

Salespeople will occasionally have to give a presentation for a group, or have to demonstrate a product. Being able to give attractive, dynamic and successful presentations for a group is not easy. And also demonstrating a product requires some ground rules that you need to know about, in order to get to business more easily. In this training, you will learn the intricacies of presenting and demonstrating. In this training we will focus on the following topics: What is the purpose of your presentation ...

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November 2019

Open classroom training: Body language and conversation psychology (Dutch)

8 November 2019 @ 13:00 - 17:00 CET
Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 RP

In all sales training courses, you will learn what to say and how to say it. The Train 'n Gain sales training is no exception to that. However, there are other aspects that may have much more impact on the result of the conversation. This has to do with your body language and the applied conversation psychology: choosing the right level of conversation. In this training you will learn how to use these two, often underexposed, elements to achieve better results. We're going into this ...

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December 2019

Open classroom training: Procrastination and price negotiations (Dutch)

6 December 2019 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 6 December 2019 at 1:00pm

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 RP

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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January 2020

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

10 January 2020 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 10 January 2020 at 1:00pm

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 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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February 2020

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

7 February 2020 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 7 February 2020 at 1:00pm

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 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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March 2020

Open classroom training: Large account management (Dutch)

6 March 2020 @ 13:00 - 17:00 CET
|Recurring Event (See all)

One event on 6 March 2020 at 1:00pm

Stichting Bouwhuis, Zilverstraat 69
Zoetermeer,South-Holland2718 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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