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 Skills

• Duration

  2 days

• Price

  €1050 excl. VAT

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

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

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 feedforward

• Duration

  2 days

• Price

  €1050 excl. VAT

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

Perpetos’ approach to learning and development is based on the train-transfer-sustain and the 70-20-10 principles

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.

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.

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.