BUYER 4.0 SALES CONVERSATIONS
MASTER TRAINING
Buyer 4.0 Sales Conversations
The training is designed to elevate sellers' conversation skills to a new level, enabling them to precisely align with the mindset of today’s new buyers and create excellent Customer Experiences.
By leveraging new skills and conversational concepts, they can effectively prepare for the NEW WORLD of hybrid sales and digital communication styles.
According to Forrester Research, 85% of decision-makers feel their expectations are not met in conversations with sellers, and 9 out of 10 sales conversations fail to address what matters most to the buyer.
The Consequence: Salespeople are losing their attractiveness and struggling to influence modern decision-makers in today’s buying environment. By mastering new competencies and strategies in sales conversations, they can successfully navigate 21st century sales challenges, consistently differentiate themselves from competitors, and significantly improve their performance.
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
In agreement with the management and the design team, various business and product scenarios are defined for use in role plays to make the initial experiences with the new concepts as realistic and authentic as possible. The training is conducted “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.
Training Types
This 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