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 commercial people
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.
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For whom
Sales People
Sales Support
Inside Sales
Sales Development
Representatives -
Skills Covered
Conversational Fluency
Consultative Selling
Questioning and Active Listening -
Duration
2 days
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Price
€1050 excl. VAT
Dates
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.
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For whom
All Business People
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Skills Covered
Customer-centricity
Influencing Skills -
Duration
2 days
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Price
€1050 excl. VAT
Dates
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.
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For whom
KAM, GAM, Management
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Skills Covered
Relationship building
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Duration
2 days
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Price
€1050 excl. VAT
Dates
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!
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For whom
All Business People
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Skills Covered
Negotiation Skills
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Duration
2 days
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Price
€1050 excl. VAT
Dates
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.
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For whom
All Sales Managers
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Skills Covered
Powerful Questioning
Active Listening
Constructive feedforward -
Duration
2 days
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Price
€1050 excl. VAT
Dates
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.
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For whom
All Sales Managers
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Skills Covered
Team Coaching Skills
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Duration
1 day
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Price
€550 excl. VAT
Dates
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
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Agile learning and coaching for sales: how do you do it?
A study from CSO Insights shows that sales coaching empowers reps to improve selling skills and close more business. That is the first benefit. The second one is that it also allows sales managers to shift from doing people’s jobs to developing them.
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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
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If you think buyers base their decision on price alone…
Nicolas keeps falling into the same trap of price discussions
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Smarter together
Marc has been trying to get his foot in the door of this company for several weeks now
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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
Stay tuned on the latest in Sales and Marketing