Sales training

  • Consultative / Advisory Sales

    A client can be seen as a partner. This implies that you appreciate his input so that your product or service improves. The account manager in consultative and advisory sales involves him/herself in the client’s problems. Together he/she thinks of solutions instead of purely selling his/her own product.

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  • I Sales

    The business world is focused primarily on results. In an important way our success as seller also depends on the result that we reach with our clients. Today’s salesperson is a proactive consultant that helps clients achieve their results. The question we continually need to ask is: what does our client need to operate more successfully? Or, what are the needs of our client and how can we best be involved?

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  • Client Profiling

    Sellers often have the annoying tendency of always repeating a sales story in the same way. The impact of a sales conversation is higher if we adapt ourselves to the style of the person we are speaking with. Of course, tools and tricks are needed.

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  • Written Quotes

    An excellent written quote shows that you understand the problem or the question of your client well and that you can offer a tailor-made solution. It looks easier than it is. It implies that the offer not only gives confidence, but radiates professionalism and shows passion. It demonstrates your knowledge and will above all convince the client.

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  • Solution selling

    In comparison with the 70’s and 80’s selling has become a much more complex activity. We no longer sell services or products but systems, solutions, concepts. We sell higher up the hierarchical ladder and do not need to explain the practical application of our products but the impact that will be achieved in the long term strategy of our client. Obviously this way of selling requires a different approach.

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  • Telephone Prospects

    When we have someone on the line, we tend to form almost immediately an image of that person. How do we ensure that the first impression we give of ourselves (and also that of our organisation) is positive? What influences this impression? How do we convince the client that our organisation is what he needs?

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