Expert in Sales Follow-up I: Selling the Price

Expert in Sales Follow-up I: Selling the Price

Conclude the order while maintaining a maximum margin

“Too expensive” is one of the most heard counter-arguments in a selling conversation. In the two-day Selling the Price follow-up course, you learn how to prevent high discounts. For that purpose, we make a firm appeal to your creativity to convince professional purchasers of the added value of your product or service. The Selling the Price training course provides new tools to conclude the order while maintaining a maximum margin.

Subject
  • Evaluation of practical experiences after the Expert in Sales Basics training course.
  • Sharpening of the techniques taught in the basic training.
  • Having a price discussion.
  • How do you manage professional, “tough” purchasers?
  • How do you prevent the unnecessary giving away of (too high) discounts?
  • Analysing, influencing and responding to “ambiance and relationship promoting” moments in the conversation.
Module structure

This follow-up course is offered as one entity. The lead time of an average of 8 to 10 weeks between the first Expert in Sales Basics training course and this session makes the training very suitable for feedback of interim practical experiences. As a result, the efficiency of the training course will increase considerably.

Methodology

The combination of role plays, practice cases and theory ensures immediate use in practice.

More information on this training?

Request information

More information on this training?

Practical information
  • 2 consecutive days.
  • In-company / Open training.
  • Maximum 8, minimum 4 participants.
  • Intermediate Vocational Education/Higher Vocational Education and higher. This course requires previous participation to the previously-held Expert in Sales Basics training course.
Related course(s)

This course can also be part as a module of a commercial training course. See also:

Look at our sales program.


Expert in Sales Basics

Expert in Sales Basics

The most popular sales training from the Netherlands

When you want to take the wind out of the competition’s sails, you need to gain a clear understanding of who you are dealing with. That is emphasized in the Expert in Sales Basics sales training, the new standard in the field of commercial skills training.

In the Expert in Sales Basics training course, you learn to use structure in sales conversations. You learn how to overcome objections and to increase your commercial strength by gaining the relevant information. Finally you are better equipped to convince the customer with the right arguments, so that the order can be concluded.

Subjects
  • Communication.
  • Professional discussion opening.
  • Joining in with someone and building confidence.
  • Discussion techniques.
  • Making appointments.
  • Requirement and problem analysis.
  • Objections, reproaches and contentions.
  • Company presentations.
  • Arguing.
  • Closing techniques.
Module structur

Expert in Sales Basics is offered as one entity. The lead time of an average of 8 to 10 weeks between the first and the second session makes the course very suitable for feedback of interim practical experiences. As a result, the efficiency of the training course will increase considerably.

Want to know more about our Methodology?

More information on this training?

Request information

More information on this training?

Practical information
  • The course consists of four intensive days (two sessions of two consecutive days) in which stale behavioural patterns are stopped if necessary and replaced by more efficient skills.
  • In-company / Open training.
  • Maximum 8, minimum 4 participants.
  • Intermediate Vocational Education/Higher Vocational Education and higher. This course does not require participation in a previous course.
Related course(s)

This course can also be part as a module of a commercial training course. See also:

Look at our sales program.


Telephone Acquisition

Telephone Acquisition

From first contact to appointment

The first contact with a prospect is often over the telephone. During the one-day training Telephone Acquisition you learn how to get round contact objections and how to make an appointment more easily. The combination of role plays, practice cases and theory ensure training with immediate use in practice.

Subjects

In this training the following topics are discussed:

  • Advantages and disadvantages of telephone contact.
  • Professionally opening a telephone conversation.
  • Personality and good manners.
  • Use of language and voice.
  • Avoiding wrong or uncertain comments.
  • General understanding of human behaviour.
  • Evoking trust.
  • Listening and “ear-contact”

Objection techniques

  • Responding to objections, reproaches and contentions.
  • Handling the various objection techniques in daily practice.
  • Prevention of dominance.
  • Reducing and preventing contact resistance.
  • Professional contact with “gatekeepers”.
  • Making the appointment.
  • Finishing and action plan.
Module structure

This training is offered as one entity.

Want to know more about our Methodology?

Our trainers can help you get more information and make the right choice.

Request information

Our trainers can help you get more information and make the right choice.

Practical information
    • 1 day.
    • This training is offered as one entity.
    • In-company/Open training.
    • Maximum 8, minimum 4 participants.
    • Intermediate Vocational Education/Higher Vocational Education.
      This training requires no participation to (a) previous training.
    • After successfully completing the open training variant, the trainee receives a certificate.
Related training (s)

Look here for all sales training.