BUYER 4.O SALES CONVERSATIONS
MASTER TRAINING
Buyer 4.0 Sales Conversations
The training takes your salespeople's conversation skills to a new level - with strategies that perfectly match the mindset of modern decision-makers.
Participants learn to develop customized conversation concepts for each touchpoint in the buyer journey, thereby creating unique buying experiences across all channels.
Why this is important:
- 85% of decision-makers see that their expectations are not being met in sales conversations.
- 9 out of 10 conversations fail to address the topics that are most important to buyers (Forrester Research).
- The result: Salespeople lose relevance – and orders.
Core Competence for Buyer 4.0 Markets
The Buyer 4.0 Conversation Models enable your salespeople to precisely address the expectations of modern decision-makers, stand out from the competition, and increase their closing rate.
NEW WORLD. NEW SKILLS.
CORE MODULES
- the new Buyer 4.0
- the modern Buyer Journey
- the CODE I 21 Sales Cockpit
- the new Decision-making Code of today’ s Buyers
- the Buyer 4.0 Design Points
- the CODE I 21 4-Sector Conversation Model
- the CODE I 21 Storyboards
- the CODE I 21 DISC Conversation Models
- the Conversation Tools
- the Dialogue Elements
- the Messaging Statements
- the CODE I 21 Value Chain ©
- Moderation skills
- Presentation techniques
CODE I 21 ©
DISC Conversation Model
DISC Conversation Model
In ILT-Trainings company-specific business and product scenarios can be defined in an additional design step to use in role plays in order to make the initial learning experiences with the new concepts as realistic and authentic as possible. In this way the training is delivered “near-the-job” to initiate the TRANSITION process from the very beginning.
Salespersons learn and practice how to ...
- Use new CONVERSATION MODELS to address changing buying behavior and the evolving Decision-making CODES of Buyer 4.0.,
- Recognize the BUYER’S Buying State and position in their BUYER JOURNEY.
- Create and tailor appropriate CONVERSATION CONCEPTS and STORYBOARDS,
- Open the conversation by delivering relevant INSIGHTS,
- Take the lead in the conversation by leveraging value-based CONVERSATION TOOLS,
- Influence and guide the Buyer through CONDITIONING TECHNIQUES positioning them towards our product and portfolio,
- Outline the MAIN BUYING CRITERIA ,
- Create a solution linked to the MAPPING TABLEAU,
- Define the VALUE of your offering and highlight the economical impacts in a joint discovery journey with the decision-maker.
- Develop quantified BUYING VISIONS
- Illustrate results with special WHITEBOARD and STORYTELLING TECHNIQUES,
- Qualify the Buyer and define the FOLLOW-UP, or in a more complex sale, the EVALUATION PROCESS ensuring the conversation concludes with a clear CALL-TO-ACTION.
With the new BUYER 4.0 CONVERSATION MODELS, salespeople can precisely meet the expectations of modern decision-makers, differentiate themselves from traditional product and solution sellers, and ultimately enhance their performance, conversion rates and overall success.
CODE I 21 ACADEMY
Training Types
his program is part of the Digital Learning Circle and offers the following training types and transition modules.
ILT-Training
Virtuell Training
Digital Academy
KATA-Coaching