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September 2018

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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Webinar: Procrastination and price negotiation (English)

21 September 2018 @ 14:30 - 15:30 CEST
|Recurring Event (See all)

One event on 17 January 2020 at 12:30

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 ...

Find out more »

October 2018

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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Webinar: Determine and sell the added value (English)

19 October 2018 @ 14:30 - 15:30 CEST
|Recurring Event (See all)

One event on 14 February 2020 at 12:30

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 ...

Find out more »

November 2018

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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Webinar: Pipeline management and generating leads via LinkedIn (English)

November 16, 2018 @ 14:30 - 15:30 CET
|Recurring Event (See all)

One event on 13 March 2020 at 12:30

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…

Find out more »

December 2018

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...

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Webinar: Large account management (English)

December 14, 2018 @ 14:30 - 15:30 CET
|Recurring Event (See all)

One event on 17 April 2020 at 12:30

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

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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Webinar: Dealing with resistance (in English)

January 11, 2019 @ 12:30 - 13:30 CET
|Recurring Event (See all)

One event on 15 May 2020 at 12:30

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 ...

Find out more »

February 2019

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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Webinar: Identifying customer needs (English)

15 February 2019 @ 14:30 - 15:30 CET
|Recurring Event (See all)

One event on 19 June 2020 at 12:30

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 ...

Find out more »

March 2019

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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Webinar: Question techniques and listening skills (English)

15 March 2019 @ 14:30 - 15:30 CET
|Recurring Event (See all)

One event on 28 August 2020 at 12:30

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 ...

Find out more »

April 2019

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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Webinar: DISC communication styles (English)

26 April 2019 @ 14:30 - 15:30 CEST
|Recurring Event (See all)

One event on 18 September 2020 at 12:30

Online, Online
Online, The Netherlands
+ Google Maps

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 ...

Find out more »

May 2019

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...

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Webinar: Convincing (English)

24 May 2019 @ 14:30 - 15:30 CEST
|Recurring Event (See all)

One event on 16 October 2020 at 12:30

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

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 »

Webinar: Price presentation (English)

14 June 2019 @ 14:30 - 15:30 CEST
|Recurring Event (See all)

One event on 20 November 2020 at 12:30

Online, Online
Online, The Netherlands
+ Google Maps

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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