“Selling” is of all times. We may call it differently from time to time but often it revolves around a set of key skills that make you successful as a commercial employee, consultant, account manager or salesperson.

    During this training we will work experience-based on the basic questions of customer contact. You will learn that selling is primarily a relational game between people. It’s much more than a technical process in which goods and services are exchanged. Together with fellow inside sales representatives, you will practice for two days in relational connections that lead to long-term contacts.

    Possible Topics

    • What is a “smart” and “successful” business development strategy?
    • The best ways to tackle prospection
    • What is a sales cycle and how does it work? How do I align it with a purchase cycle?
    • What are the 5 classic phases during a commercial conversation and how do I excel in each phase
    • ‘Solution Selling’ methodology poured into a dynamic workshop
    • “Closing the deal” - how to tackle this. Best practices around closing techniques
    • The ‘rules of engagement’ during negotiation explained
    • The difference between ‘interests’ and ‘positions’
    • The Thomas and Killman model as a radar during negotiation
    • What is a win/win result and how do you achieve it?
    • What is your ‘batna’ and ‘zopa’ - two key negotiation concepts explained
    • Closure techniques unraveled
    • REPutation: “the Reason Everybody Pays”
    • The three great fears that lead to cloudy communication


    • Offline, Online or a combination of both (Blended)
    • Personal coaching
    • Inspirational sessions
    • Workshops
    • (Blended) Training Program

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