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September 2017

Walk-in training: The research phase (Dutch)

27 September 2017 @ 13:00 - 17:00 CEST
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands
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In this training you will learn the needs of customers during the research phase of the sales conversation. The training is accessible to subscribers of the 'Professional' program and is in Dutch. 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 NAMAT model Determine the priorities of the customer with the value triangle Practice with practical situations

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November 2017

Walk-in training: DISC communication styles (in Dutch)

24 November 2017 @ 13:00 - 17:00 CET
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands
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In this training you will learn how to recognize communication styles using the DISC model. This will build up your report with your discussion partner and improve communication with everyone, even if they 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. Content: Understand how the DISC model works Discussing your own DISC profile (only in combination with an annual subscription) Understand ...

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December 2017

Open classroom training: Convincing (Dutch)

18 December 2017 @ 13:00 - 17:00 CET
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands

In this training you learn to present your solution to the customer in a structured way. The training is accessible to subscribers of the 'Professional' program and is in Dutch. Insight into the 6 convictions of Dr. Cialdini Reciprocity Scarcity Authority Consistency Sympathy Consensus The RIGHT belief technique: apply it with your own product aspects Practice with practical situations

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February 2018

Walk-in training: Price presentation (Dutch)

23 February 2018 @ 13:00 - 17:00 CET
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands
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In this training you will learn how a prize is created and how to present it in a convincing way. You also learn how to deal with price problems. Price perception and pricing strategies The influence of the product life cycle on the price Influence customer choices with 'the law of three' When and how do you present the price in the sales discussion 8 price presentation techniques in practice Prevent price negotiations and, if necessary, apply these negotiating principles. This training is accessible to subscribers of the Professional program.

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March 2018

Walk-in training: closing the deal (in Dutch)

16 March 2018 @ 09:00 - 13:00 CET
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands
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In this training the last part of the sales discussion is discussed: getting commitment. The most important aspects, such as the recognition of purchase signals and the different closing techniques are explained. The training is accessible to subscribers of the Professional program and is in Dutch. Content: What is the importance of the closing phase in a sales process? When do you have to close How does yes end with customers with a complex DMU Twelve closing techniques (red, yellow and green) apply What the importance is ...

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April 2018

Walk-in training: Acquisition (Dutch)

20 April 2018 @ 13:00 - 17:00 CEST
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands

In this training we will discuss approaching potential customers. Many sellers find it difficult to make new contacts and are afraid of rejection. Nevertheless, it is important for most sellers to always supplement the pipeline with new prospects. The training is accessible to subscribers of the Professional program and is in Dutch. In this training we will focus on the following topics: - What is the difference between warm and ...

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May 2018

Walk-in training: Negotiation (Dutch)

18 May 2018 @ 13:00 - 17:00 CEST
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands

In this training you will learn how to conduct a negotiation in a good way. There are different negotiation styles and negotiating well can immediately see a seller in the margins of his deals. The training is accessible to subscribers of the Professional program and is in Dutch. In this training we will discuss the following topics: - What are your ZOPA and your BATNA in a negotiation? - What are the important dimensions on which you negotiate ...

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June 2018

Open classroom training: present and demonstrate excellently (Dutch)

8 June 2018 @ 13:00 - 17:00 CEST
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands

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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Walk-in training: Body language and conversation psychology (in Dutch)

21 June 2018 @ 13:00 - 17:00 CEST
Perron 3, Rosmalen, Hoff van Hollantlaan 1
Rosmalen, 5243 SR The Netherlands

In all sales training, attention is paid to what you say and how you say it. The Train 'n Gain sales training is no exception. However, there are other aspects that may have much more influence on the conversation result. This has to do with your body language and applied conversation psychology. In this training you will learn how to use these two, often underexposed, elements to achieve better results. The training is accessible to subscribers of the Professional program ...

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August 2018

Open classroom training: Procrastination and price negotiations (Dutch)

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

One event on 6 December 2019 at 13:00

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

Find out more »

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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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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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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