Background

More and more companies are facing a tougher competitive situation where products and offers are becoming increasingly equal. Business is rarely an interaction between companies, but rather between people and when the difference between the offers decreases, this becomes even more true. The difference that makes a difference are those who represent the company. Not everyone needs to be and should not be a sales rep, but anyone can have a selling attitude and contribute to the overall business and customer experience.

Training description

A training for you who want to do more, bigger and more profitable business. For service companies, 90 percent of all customer dialogues take place through people with roles other than “sales”, which often makes the non-sales role at least as important as the sales role for the company’s sales and profitability.

Business acumen is a training that increases the business understanding of the company’s overall business and strengthens the business confidence to dare to sell more and drive sales, meetings and dialogues in a professional and goal-oriented way.

“An inspiring training that made the team think and act in a completely new way with self-confidence and pondus” – MAGNUS MELLIN, ELTEL

The three most important parts of the content

1. Business professionalism and profitability thinking

Increased business understanding and greater responsibility for the company’s overall business. We open up to the idea that service and sales are about the same thing – to care about the customer’s and the company’s best interests.

The training will give you an increased understanding of how your actions contribute to satisfied customers and a profitable business. You will have an increased courage and ability to recommend, challenge and sell more to your customers.

2. Professional meetings

Regardless of the natureof the meeting, everyone who represents the company needs to be able to hold and run professional meetings with a clear purpose and structure that creates trust and drives the business forward. During the training, you will receive concrete tips, advice and training in holding professional meetings where you ask questions, listen and argue for your cause in a safe and credible way.

3. Effective communication

Being effectivein your communication is about conducting a dialogue at the right level and having the ability to adapt your to the recipient. It is about going from detail to wholeness, from technology to solution. During the training, you will be able to create your own personality profile with the DiSC tool, which strengthens self-awareness and increases understanding for others. Everything so that you can become even more adaptable and successful in your communication with others.

From the contents

• Your role and your responsibility as a representative of your company
• Customer types and custom communication
• Sales communication – professional and advisory influence
• To sell by helping
• The different steps of the sales process
• Internal delivery capacity
• Effective and proactive communication
• Understand the customer’s goals and strategies
• Reach the customer company’s key stakeholders
• The power of the question and the active listening
• The power of the question and the active listening
• Winning advice with clear customer value
• Argumentation and objection management
• Move focus from price
• Help the customer make decisions
• Practice methods and techniques with feedback

What distinguishes this education in the market?

We use consultants with long personal experience of working with value-based sales based on the sales, sales manager and training role, which means that they can contribute with deep knowledge and their own experiences, thoughts and ideas. The individual coaching will help you.