Buyer 4.0 Focus

Buyer 4.0 Conversation Trainings With Business Simulations

The SKILLS DEVELOPMENT WORKSHOPS focus on the skills required to succeed in selling in today‘s B2B environment. The workshops are custom-built based on a Skill and Tools Library consisting of over 50 skills.

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CUSTOMER-SPECIFIC WORKSHOP LAYOUTS

The typical SKILL DEVELOPMENT TRAINING provides a blend of Methodology, Tools and Skills  a l w a y  s  designed for 

  • a specific Business Scenario unbundled from the typical day-to-day business
  • addressing today´s Market Challenges 
  • equipped with the Buyer 4.0 Selling Skills
  • aligned to with the new Behaviour and Decision-making Code© of today´s 4.0 Buyers
  • including Messaging and Conversation Skills
  • supported by the appropriate set of Sales Tools
  • integrating a consistent Sales Process aligned to the modern Buying Journey 

PROGRAMs UND WORKSHOPS
The programs cover all crucial Business-Scenarios along the Buying Journey and special Sales Roles required in a modern selling system to meet today´s market challenges.

  • The AGENDA SETTER© – PROSPECTING 
    Acquiring New and High Potential Customers
  • The CHANGE AGENT© – SALES CONVERSATIONS 
    Generating demand and new business with existing and new customers
  • The BUSINESS EXPERT© – OPPORTUNITY MANAGEMENT + DIFFERENTIATION 
    Sales Cycle Management and Competitive Differentiation in Commodity markets
  • The VALUE MANAGER© – FINAL AGREEMENT
    Value-based Final Negotiations in Buyer-dominated markets
  • The PRICE MANAGER – PRICE NEGOTIATIONS
    Price discussions and discount negotiations in Account management
  • The CLIENT-MANAGER – CLIENT MANAGEMENT
    Securing and expanding customer relationships
  • The KEY-ACCOUNT-MANAGER
    Managing Strategic Clients and Major Accounts
  • INSIDE SALES
    Qualification of Inside Leads and Small Business Telesales
  • SALES LEADERSHIP
    Transition and Coaching with KATA
  • SALES MANAGEMENT
    Pipeline Management und Forecasting
  • SALES ENABLEMENT
    Setup & Design of SALES KITS

BUSINESS SIMULATIONS
These Workshop formats focuses on practicing the new Skills in the Seller’s working environment. Through working on a live opportunity, sellers embed the new skills in their daily work.

  • Outbound Phone Calls
  • Setting appointments
  • Customer Meetings with different conversations and approaches
  • Analyzing the initial situation and identifying the Customer Need
  • Uncover the specific Business Value and  financial impacts
  • Presenting the Product Portfolio using value selling concepts
  • Submitting Proposals focusing on the Customer Value Proposition
  • Defending prices and pushing conditions
  • Final Negotiations by considering special value-based closing tactics
  • Practing Story Telling and Whiteboarding skills

This highly effective and practical format “Near The Job” allows for a knowledge transfer that is as close to real life as it gets and make sure to speed up the transition process in a positive way.


WeltkugelINTERATIONAL ROLLOUTS

LANGUAGES AND COUNTRIES
Through our international network of highly experienced consultants, CODE | 21© has already been deployed in in 21 countries. The training materials exist in 7 languages

What do the underlying Sales Tools and Concepts look like?

The New Sales Roles and Conversation Models build the foundation of the new Buyer 4.0 Skill Sets. Have a look at more details …

-> New Sales Roles