BEGIN:VCALENDAR
VERSION:2.0
PRODID:-//Luxembourg School of Business - ECPv6.11.2//NONSGML v1.0//EN
CALSCALE:GREGORIAN
METHOD:PUBLISH
X-ORIGINAL-URL:https://luxsb.lu
X-WR-CALDESC:Events for Luxembourg School of Business
REFRESH-INTERVAL;VALUE=DURATION:PT1H
X-Robots-Tag:noindex
X-PUBLISHED-TTL:PT1H
BEGIN:VTIMEZONE
TZID:Europe/Helsinki
BEGIN:DAYLIGHT
TZOFFSETFROM:+0200
TZOFFSETTO:+0300
TZNAME:EEST
DTSTART:20260329T010000
END:DAYLIGHT
BEGIN:STANDARD
TZOFFSETFROM:+0300
TZOFFSETTO:+0200
TZNAME:EET
DTSTART:20261025T010000
END:STANDARD
END:VTIMEZONE
BEGIN:VEVENT
DTSTART;VALUE=DATE:20261028
DTEND;VALUE=DATE:20261030
DTSTAMP:20260419T032639
CREATED:20260415T104418Z
LAST-MODIFIED:20260417T093642Z
UID:10000100-1793145600-1793318399@luxsb.lu
SUMMARY:Client-Centric Sales Techniques
DESCRIPTION:Overview\nThis course introduces the building blocks of customer centricity and what they mean for sales professionals.\nParticipants will explore customer portfolio analysis to support sales resource allocation\, as well as stakeholder mapping\, customer pain points along the buying journey\, and the development of tailored value propositions.\nThe second part focuses on pre-call planning\, asking the right questions to gather valuable customer insight\, and concludes with negotiation tactics and closing deals.\nProgram Objectives\n\nUnderstand strategic selling and learn how to map customer stakeholders to identify key decision-makers\, influencers\, and priorities across the buying process.\nLearn how to develop customer-centric value propositions that address customer needs\, pain points\, and business goals in a clear and relevant way.\nStrengthen questioning techniques to uncover meaningful stakeholder insights\, reveal deeper needs\, and improve the quality of sales conversations.\nBuild the ability to communicate and capture value effectively by presenting solutions persuasively and supporting stronger commercial outcomes.\n\nWho should attend\n\nSales managers and team leaders aiming to strengthen sales performance and process management.\nMarketing professionals supporting sales teams with effective training and content.\n\n⚠️ Important for International Participants\nThis course is delivered in person in Luxembourg.\nParticipants who need a visa or travel authorisation are fully responsible for obtaining it before registering.\nLSB does not provide visa invitation letters or any supporting documents for short-course participants.\nLSB is not liable for visa refusals\, delays\, or inability to travel. \n \n⚠️ Important Notice for LSB MBA Students/Alumni: \nMBA students/Alumni who register for this course will be placed on a waiting list. \nEnrollment is not guaranteed\, and conditions may apply. \nFinal confirmation will be communicated in due time. \n \n⚠️ No-Show Policy (All Attendees\, including LSB MBA Students/Alumni)\nTo ensure fair use of limited seats and respect for program organization\, a fee of €50 will be charged to participants who do not attend without informing the Executive Education team in advance. \nSummary: \n\nAttendance: Free of charge\nCancellation (at least 3 business days before the start): Free of charge\nLate cancellation (less than 3 business days) or no-show: €50 fee\, charged within 5 business days after the program\n\nNote: No payment is required in advance. The fee is only charged in case of late cancellation or non-attendance. \nBy completing the registration process\, participants acknowledge and agree to the terms of this no-show policy. \nFaculty\nProf. Deva Rangarajan is Professor of Marketing at IÉSEG School of Management in France. His expertise includes B2B industrial marketing\, sales force management\, sales enablement\, customer success\, and education\, with a focus on the impact of digital technologies on customer-facing roles. He also delivers customised programmes for multinational companies\, including Siemens\, Philips\, Schneider Electric\, Medtronic\, and SWIFT.\n\nRegister Here\nHow to finance your training \n\nFinancial support from the State \n\nLuxembourg School of Business is accredited by the Luxembourg Ministry of Higher Education and Research and recognised as a continuing education organisation. As a result\, your company can benefit from financial aid from the Luxembourgish state for the training of its employees. \nFor more information\, please follow this link https://bit.ly/3hacjIg \n\nTax Deductibility for an individual\n\nAny taxpayer with net income from a salaried occupation may deduct the cost of professional development as business expenses (frais d’obtention) from their taxable income from the salaried occupation. Further training expenses which are related to the taxpayer’s current activity fall within the scope of the acquisition costs of article 105 of the ITA and are therefore deductible from taxable income. \nFor more information\, please follow this link https://bit.ly/3vcoLz5 \nCertificate\nUpon completion of the course\, you will receive a certificate to add to your CV and LinkedIn profile. \nPractical information\nThe course takes place from 9:00 a.m. until 5:00 p.m. \nThis course will be held at our NEW campus in Gasperich/Cloche d’Or. \nLocation: Luxembourg School of Business\, 12C\, Impasse Drosbach – Entrée C2\, L-1882 Luxembourg \nBy Car: Free parking is available at Park&Ride Stade de Luxembourg\, 420\, route d’Esch (8 minutes walk to LSB)\nBy Bus: The “Schaarfen Eck” bus stop is just a 2-minute walk from the school.\n\n\nContact\n\n\nMarina Chavez \nCustomer Experience Manager \nE: marina.chavez@luxsb.lu \n\nRegister Here
URL:https://luxsb.lu/openprograms/client-centric-sales-techniques-2/
LOCATION:LSB Campus Technopolis\, 12C\, Impasse Drosbach - Entrée C2\, Luxembourg\, L-1882\, Luxembourg
CATEGORIES:Mastering Your Leadership,Open Programs
ATTACH;FMTTYPE=image/jpeg:https://luxsb.lu/wp-content/uploads/2026/02/LSB_113-scaled.jpg
ORGANIZER;CN="LSB Executive Education":MAILTO:info.exed@luxsb.lu
END:VEVENT
END:VCALENDAR