Commercial Meeting

For Whom?

For Sales Engineers.

Why?

The workshops are intended to develop soft skills and simultaneously enhance internal motivation of sales engineers. The outcomes are consistence and self-confidence needed if you have to face typical and surprising situations while selling technical products.

Framework Training Programme:

  1. Building customer confidence as the basis for effective sales – how to do this?
  2. Customer-decision maker needs connected with his/her role in his/her own company – context analysis and strategy selection.
  3. Preparation for a visit to the customer premises – how and why?
  4. Sales-oriented communication – the art of using logic and emotions
  5. Exerting influence during the sales process – presenting products and managing customer doubts
  6. Difficult situations during a meeting with a customer – practical solutions

Benefits:

By taking part in the workshop and implementing its results Sales Engineers will be able to:
  • Become more effective in building customer confidence,
  • Establish good personal relations with customers,
  • Put new methods of influencing into practice and analyse their effectiveness,
  • Use appropriate methods of communication to build good relations with and understand customers better,
  • Adapt their own strategies of acting to suit different decision makers at the customer’s company,
  • Manage situations that used to cause them problems during meetings with customers.

Offered Types of Training: An intensive three-day workshop – the best option is to divide it into two 1 ½ day sessions separated by the period of doing intersession individual “homework”. The Workshop Includes:

  • Exercises with the use of a camcorder
  • Communication exercises based on experiences from work with customers
  • Preparation of responses to customers’ objections
  • Common working out solutions to typical sales problems
  • Working on specially prepared case studies

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