No need to point out that we are sliding into a totally different Business World. The recent Corona epidemy accelerated the way we use technology. Zoom & Microsoft meetings become our daily reality. This New Normal urges us to acquire new skills, to stay in contact and to continue doing business with our customers & prospects. It will be crucial for all Sales Forces to use these tools in an effective manner and to become future proof whatever disruption factors will come our way. Always be prepared for the unknown in this VUCA World.

What will the program offer me?

At the end of the session you will be able to:

• Use the latest technology in an adequate manner to acquire new customers or to sell.
• Hold effective sales conversations with your customers.
• Stay in continuous contact with your customers & perform professional follow-up.
• Use the dialogue modus or level III conversations with your customer to increase your results.
• Practice with the technology tools to feel comfortable once using them.
• You will become future proof in a VUCA world.
• Time gain due to less staying in traffic jams. 

What will I learn?

• To be well prepared before you launch these type of activities. 
• To hold excellent sales talks with your customers using the latest Zoom or Microsoft Teams technology.
• To use these technologies in a highly fluent manner.
• To avoid the most common errors when using these tools.
• To leave a strong impression from the start of your remote detailing.
• To learn conversational skills based upon neuroscience that will reinforce your trust relation.
• To help your customers in making also this technological shift.

Learning Method.

• At TC3 we work tailor-made, so we involve all stakeholders in the preparation of this session.
• Working with the current Marketing materials & Sales Scenarios.
• 20% theoretical approach.
• 80% exercises & role playing sessions using technology.
• Individual debriefing & team debriefing.
• Virtual coaching sessions can be organised.
• We start a journey with you to obtain full embedding of these new skills.

Program

• Introduction.
• The necessary Energetic Mindset before starting these remote detailing session.
• Churning limiting beliefs into pushing ones.
• What to do before, during and after a remote call?
• Helping your customers making this shift. 
• The verbal and non-verbal skills to use during remote detailing sessions.
• The integration of the key messages of the Marketing materials.
• Definition of touching points in the conversation.
• Creating interaction with your customer during the remote detailing.
• Walking through the Sales Funnel.
• Handling resistances & objections.
• Close the deal.
• Fixing future appointments.
• Personal Development Plan & Needed Coaching from Manager.   

For who?

• For all Sales Forces.
• For Sales Managers wanting to coach their Sales Force.
• For Internal Sales Trainers.

Duration

• 1 day session followed by individual remote detailing role-plays with expert trainers. 
• Individual Coaching sessions of Sales People in need of these skills.

Key account managers in big enterprises face more and more well-trained professional buyers. Decision makers are located in different departments on different levels within the organisation, and they help determine who gets the final order. A successful key account manager must therefore be a strategist with good analytical and social skills.

My advantage

• Gain time by easily reaching the decision makers
• Sell more by giving the correct attention to all the people involved
• Become an appreciated salesman
• Gain loyal customer
• Increase your profit

What will I learn?

• The current changes in the market and how to handle them
• The most important skills of a consultative seller and how to put them into practice
• How to detect the real needs of customers
• Set-up of information-based solutions that fully meet the needs of customers
• How to bring arguments that are fully in sync with the behavioural style of clients
• How to present your business in a professional manner to an executive or a group of buyers

Learning method

• Interactive training sessions with theoretical exposition
• Workshops: individual and in group
• Exercises tailored to your products, services, and corporate clients
• If desired: video recordings of your role-plays followed by individual discussion

Programme

The programme’s duration is one day. For a good integration of the new skills we advise you to organise the Strategic sales: Refresh three months later. Strategic sales can be adapted to your company’s culture and structure.

The current markets are changing rapidly. Certain things are be effective today but might be outdated tomorrow. Therefore it’s important to understand the philosophy of ‘under promise, but over deliver’. This can be realised by the analysing the real needs of the customers and by offering tailor-made solutions.

Consultative salesmen and account managers help their clients in detecting their current and future needs; they think along with the customer. Consultative sellers use a number of specific communication techniques that allow them to build a very close bond of trust with their customers.

My advantage

• Save time by gaining easier access to decision makers
• Easier sales by giving all stakeholders the proper attention
• Become a valued and top of mind consultative salesperson
• Gain loyal customers
• Increase your sales
• Develop long-term relationships

What will I learn?

• The current changes in the markets and how to handle them
• The most important skills of a consultative seller and how to put them into practice
• How to detect the real needs of customers
• Set-up of information-based solutions that fully meet the needs of customers
• How to bring up arguments that are fully in sync with the behavioural style of clients.
• How to present your company in a professional manner to an executive or a group of buyers

Teaching method

• Interactive training sessions with theoretical exposition
• Workshops: individual and in group
• Exercises tailored to your products, services, and corporate clients
• If desired: video recordings of your role plays followed by individual discussion

Programme

The programme’s duration is one day. For a good integration of the new skills we advise you to organise the Consultative selling: Refresh three months later. Consultative selling can be adapted to your company’s culture and structure.

Products and services become more and more alike. Your customers are well informed by the internet and prefer a personal approach instead of being approached by anonymous mass media. A contemporary and alert salesman uses techniques that stand out from the standard sales techniques. TC3 introduces to you The New Psychology of Selling, a tested success formula that states that the best way to sell is the way your customer wants you to sell.

Your advantage

• A better insight in the effectiveness of your behaviour
• Sell to customers who are difficult to sell to
• Gain more confidence thanks to improved sales results
• Be more motivated to approach prospects
• Increase your profit

Knowledge and capacities after the training

• The New Psychology Of Selling model
• The DISC model
• The different steps of a successful sales process
• Gain credibility and trust
• Create or determine needs in a professional way
• Weaken objections

Teaching method

• Theoretical presentation based on years of experience and tested models
• Role plays with video recording (if requested)
• Workgroups
• Analysis of the strengths and weaknesses of the group and of the individual salespeople
• Individual action plan for each salesperson

Program

This is a 2 day training programme. Advanced sales techniques can be adapted to your company culture and structure. Ideally, the participants have followed a course in basic selling skills.

The job description of a key account manager has gone through great changes in the last few years. It’s of essential importance to have very good knowledge of the markets in which you work if you want to succeed these days (information-based selling). As a key account manager you need to know what’s going on in a certain industry domain, which will increase your credibility enormously.

Advantages

• Professional account management
• Learn how to make a good account plan
• Exact definition of the needs
• Use time in a more efficient way
• Achieve results quicker
• Maintain clients thanks to a professional framing

Knowledge and capacities

• The strategic account manager
  • Knows their role as account manager
  • Creates an account plan for their region
  • Understands and influences the decision process of their customers
  • Knows and recognises the competition and reacts adequately
  • Thinks at a higher, strategic level
  • Has a higher added value
  • Creates long-term relationships with their key people
• The new needs
• The role of an account manager: objectives, job segments and skills
• The decision process for your product or solution
• The strategic matrix
• The hidden players
• Tactics and strategies
• The red flags
• Understand the competition
• Action plan per company

Teaching method

Leader-led training given by an experienced trainer. A lot of practical exercises and theoretical understandings. Participants work with real life cases. During the session future important cases for the company are discussed and we look for possible solutions.

Program

This is a 2 day training programme. For a good integration of your new skills, we advise you to organise a follow-up session three months later. Key Account Management can be adapted to your company culture and structure. After the training TC3 can offer you individual on-site coaching to support you in the transformation- and adapting process

My advantage

• How to cope with current social phenomena
• Greater professionalism
• Reach more prospects
• Obtain new contacts
• Efficient use of time
• Faster results
• Better results at events

What will I learn?

• The importance of a network
• How to be a better networker
• How to get faster access to potential customers
• Better communication
• Enhance yourself and your business’s reputation

Teaching Method

• Individual and general workshops
• Presentations
• Theory
• Highly interactive
• Individual and general action plans

Programme

• Introduction
• Workshop: changes
• Theory: goals, mindset, skills, barriers
• Workshop: the challenge for my business
• Theory: key people in my network
• Theory: tips
• Workshop: elevator pitch
• Theory: your identity
• Workshop: participate in events
• Theory: the importance of my network
• Workshop: how can I expand my network?
• Theory: maintain relationships
• End of course

This is a 1 day training programme. For a good integration of your new skills, we advise you to organise a follow-up session three months later. Networking can be adapted to your company culture and structure. After the training TC3 can offer you individual on-site coaching to support you in the transformation- and adapting process.

They don’t teach you how to negotiate in school. That’s a shame since good negotiation techniques can really make a difference in your work environment. The good news is that you can still learn how to negotiate in a productive way. Professional negotiators have good self-control and can quickly assess their negotiation partners, which results in knowing exactly which strategy to use to achieve an advantage.

Your advantage

• Learn how to handle yourself while with experienced negotiators
• Dare to resolve possible impasses
• Maintain professional and personal relationships
• Be appreciated for your productive and balanced approach
• Gain more confidence

Knowledge and capacities after the training

• Techniques to overcome an impasse during the negotiation progress
• The 4 different styles of behaviour, based on the DISC model
• The signals of nonverbal communication
• The negotiation strategies and the different steps of the process
• Detect signals of agreement, disagreement, scepticism, distrust and anticipate properly
• Use the correct negotiation strategy
• Build durable (business) relationships thanks to a win-win attitude

Teaching method

We’ll send you an e-mail with a questionnaire you’ll need to fill out and send back to us. Our feedback will give you a better insight in your negotiation skills. During the interactive training sessions you’ll get the possibility to practice your newly gained knowledge in role-plays. If requested, video recordings allow you to gain even more insight in your behaviour and the effects it might have on your negotiation partners.

Programme

This is a 2 day training programme. Negotiation Skills can be adapted to your company culture and structure.