You will get up-to-speed with concepts through exercises and practice in role plays based on real life business cases
Open Training Program
Effective selling skills for the new sales person
Build on the skills needed to have better customer insights and rich contextual conversations, and you will learn how to influence customers accordingly. These are highly interactive sessions with exercises, role plays and gamification to gain a solid understanding of the art of selling.
For whom
New Sales People
Sales Support
Inside Sales
Sales Development
RepresentativesSkills Covered
Conversational Fluency
Consultative Selling
Questioning and Active ListeningDuration
2 days
Price
€1050 excl. VAT
Dates
10/10 & 22/10/2019
16/01 & 30/01/2020
Customer-centric selling
The digital world has transformed the sales process, which often makes us do the right things at the wrong time. Learn how customers really think and how to respond. Interesting to all sales looking forward to higher conversion rates, less margin erosion and predictable forecasts.
For whom
All Business People
Skills Covered
Customer-centricity
Influencing SkillsDuration
2 days
Price
€1050 excl. VAT
Dates
07/11 & 21/11/2019
05/03 & 19/03/2020
Key account management
Developing Key Accounts means that customers grow to rely on you as a partner and advisor. This requires impact, trust and stability. You gain trust by understanding the business and the specific situation of the customer. You help to build your customer’s business cases and deliver competencies that benefit him and his company.
For whom
KAM, GAM, Management
Skills Covered
Relationship building
Duration
2 days
Price
€1050 excl. VAT
Dates
19/11 & 29/11/2019
07/05 & 28/05/2020
Complex Negotiation skills
Negotiating is a key competence in business as well as in the day-to-day life. Many sales people still fail to defend the value of their solution because they are lacking the appropriate techniques or insufficient preparation. But this is something you can learn!
For whom
All Business People
Skills Covered
Negotiation Skills
Duration
2 days
Price
€1050 excl. VAT
Dates
14/11 & 26/11/2019
02/04 & 23/04/2020
Coaching Sales people
This 2-day program focuses on building and refreshing good practices of sales coaching. Highly interactive sessions with exercises and role plays for managers who want to grow their business through people, continuously improve sales performance and create a lasting business impact.
For whom
All Sales Managers
Skills Covered
Powerful Questioning
Active Listening
Constructive feedforwardDuration
2 days
Price
€1050 excl. VAT
Dates
17/10 & 31/10/2019
06/02 & 20/02/2020
Intervision and sales team coaching
Empower your entire team to help one sales person solve a problem. This training is based on the concept of collective intelligence, ideal for sales managers looking for different ways to interact with their team and to increase the efficiency of their team meetings.
For whom
All Sales Managers
Skills Covered
Team Coaching Skills
Duration
1 day
Price
€550 excl. VAT
Dates
12/11/2019
11/06/2020
Book your seat I Open Training
Learning & development approach
Perpetos’ approach to learning and development is based on the train-transfer-sustain and the 70-20-10 principles
“I have had the pleasure of receiving excellent ‘Selling Skills’ and ‘Coaching Skills’ training from Perpetos. As a Manager and Leader I have certainly benefited from the training and would highly recommend both courses to others. I am definitely a better listener now!” – Ontex
“Very informative and directly applicable, perfect teacher with great insight into the subject area using his wealth of personal experience” – Ellab
Why Open Training
The world has changed
Selling has changed because buying has changed. The connected world turned the commercial landscape upside down. The role of sales is moving from explaining and sharing information to become an information broker, the person who helps customers dig through the available information to show what is relevant in each particular case.
Today’s Buyers demand new commercial capabilities
The better-informed customer is causing a level playing field which requires other competencies, experience sharing and for the entire team to work together. Successful sales reps today adopt modern strategies, tactics and tools. They sell what the customer needs and is willing to pay for, over and above what the customer wants. Being knowledgeable about customers’ environment, challenges and aspirations is just a starting point. Being able to connect the dots with the offering and influencing the decision criteria is another one.
What makes succesful sales
Successful sales connect with more people and interact in a different way: they align their actions and communication to the buyer journey. Companies not yet working in an outside-in approach see their margins shrink and cost of sales increasing at a deadly speed.
Blog
Are you the partner and adviser that Key Accounts are looking for?
Much to Alex’s frustration, he’s often unable to convince accounts to make a purchase
If you think buyers base their decision on price alone…
Nicolas keeps falling into the same trap of price discussions
Smarter together
Marc has been trying to get his foot in the door of this company for several weeks now
Coaching isn’t the same as offering the solution
After a few weeks in his new role as Sales Manager, Eric has a number of Coaching sessions
David was on the phone with a prospect the other day
I wanted to share a quick story with you
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