Client-Centric Sales Techniques
13 October - 14 October
| €1450Overview
The purpose of this course is to equip participants with the building blocks of customer centricity and what it means for the sales professional. Specifically we will be discussing the importance of doing a customer portfolio analysis to decide on resource allocation by salespeople to the appropriate customers. Customer stakeholder mapping and identifying customer painpoints along the buying journey will be emphasized along with developing customized value propositions. The second part of the course will be about creating pre-call plans along with developing the right set of questions to be used in a sales call to elicit maximum information from the customer. The course will conclude with focusing on negotiation tactics and closing of deals.
Program Objectives
- Strategic Selling and Customer Stakeholder Mapping
- Developing Customer Centric Value Propositions
- Questioning Techniques to elicit relevant responses from stakeholders
- Value Communication and Capture
Who should attend
This program is meant for 1) individuals transitioning into a sales function, 2) salespeople who have not had formal sales training, 3) sales leaders who are interested in mapping the sales process to improve sales management practices, 4) marketing professionals who are tasked with enabling the sales force with the right training and content
Faculty
Bert Paesbrugghe, Ph.D., is an Associate Professor of Sales and Purchasing Strategy at IÉSEG School of Management in Paris and Ghent University. He earned his Ph.D. from Vlerick Business School, where his research on buyer–seller relationships won the American Marketing Association’s Best Dissertation Award in 2018. Bert has taught executive programs for organizations including Copenhagen Business School, HoGent, Intenz, Virbac, Isam, PwC, Dansk Industri, Enterprise Ireland, and AKAM, combining rigorous research with a strong focus on customer centricity.
He is the author of The Buyer’s Balance: What your customers want to share with you, which explores how buyers and sales teams can work together to create lasting value. He is also the founder of EvaluationsHub, which is a Supplier Performance Management (SPM) and a Customer Experience Management (CXM) tool.
How to finance your training
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Financial support from the State
Luxembourg School of Business is accredited by the Luxembourg Ministry of Higher Education and Research and recognized as a continuing education organization. As a result, your company can benefit from financial aid from the Luxembourgish state for the training of its employees.
For more information, please follow this link https://bit.ly/3hacjIg
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Tax Deductibility for individual
Any taxpayer with net income from a salaried occupation may deduct the cost of professional development as business expenses (frais d’obtention) from his 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.
For more information, please follow this link https://bit.ly/3vcoLz5
Certificate
Upon completion of the course, you will receive a certificate to add to your CV and LinkedIn profile.
Practical information
The course takes place from 9:00 a.m. until 5:00 p.m.
Contact
Sacha Haddad
Customer Experience Manager
M: (+352) 691 733 303
E: sacha.haddad@luxsb.lu
