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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 »
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 »
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 »
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 »
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 »
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 »
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 »
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 »
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 ...
In this webinar the last part of the sales conversation 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 start doing business with each other. The most important aspects, such as the recognition of buying signals and the different closing techniques, are explained and practiced. Content: What the importance ...Find out more »
In this webinar, we discuss and practice 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. This webinar covers all aspects of acquisition. We…Find out more »
In this webinar you learn how to successfully conduct a negotiation. There are different negotiation styles, and applying the right style yourself, will immediately yield better negotiation results. In this webinar, you will learn all the ins and outs of conducting excellent negotiations!
We will discuss the following topics:...Find out more »
Occasionally, salespeople will have to present 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. We will focus on the following topics: What is the purpose of your presentation, ...Find out more »
In all sales training courses, you will learn what you 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 ...Find out more »
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 »
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