Think Buyer !
Conversation & Sales Trainings
SELLING AND WINNING
IN A BUYER-DRIVEN CYBER WORLD
... most sellers got stuck.
More than 70% of sellers are still in the classic "Product Selling Mode" and follow a traditional sales cycle.
CSO Insights
The Truth Is ... !
Traditional sales methods, which have been trained and used since years, are no longer effective and didn’t make it, that salespeople have the right sales conversations in place and address the right content.
This results in limited performance of the sellers and limited profitability of the company.
The findings of Forrester Research clearly illustrate this
Transform your sales engine to the next level sales competences.
Protect and strengthen your existing sales with current clients and systematically drive new business - especially if you are in markets characterized by increasing commoditization of products and services.
In addition, empower your sales teams with skills and tools needed to successfully market new technologies and innovations in a changing buying environment characterized by the new mindset of today's decision-makers.
MASTERING THE 21st CENTURY BUYING ENVIRONMENT.
How Do You Successfully Manage the Transformation
to the New Market Realities in a digitalized sales environment?
Managing Sales Into The Future
New
CONVERSATIONAL SKILLS
today´s digitized markets and
BUYERS with a new mindset and
style how to make decisions.
New
SALES ROLES
high performance sales strategies
in buyer-driven markets with dynamic sales cycles.
New
SALES ENABLEMENT
across daily business and to organize global roll-outs.
.
CODE | 21 CONVERSATION MODELING SYSTEM ©
Stronger Response and more Buy-Ins with Decision-Makers Through Buyer 4.0 Specific Sales Conversations.
Design Point BUYER 4.0
- are precisely tailored to the individual BUYER JOURNEY
- address exactly the new MINDSET of modern decision-makers and
- particularly reflect the changing buying environment in today´s markets.
The focus is put on a 4-sector DIALOG MODEL, which is structured in line with today´s expectations of modern decision-makers and allows different gateways to accurately reflect the changed BUYER BEHAVIOUR and DECISION-MAKING PROCESS.
A POOL of specific Buyer 4.0 dialogue elements and conversation tools manages to take the salesperson’s conversation skills to a new level and adapts traditional sales methods to the needs of the 21st century.
NEXT LEVEL BUYER 4.0
FRONTLINE CONVERSATIONS
for
VALUE SELLING | CONSULTATIVE SELLING | SOLUTION SELLING
TRANSACTIONAL SELLING | COMMODITY SELLING
[Scott Santucci, Principal Analyst at Forrester Research]
CODE|21 SALES-COCKPIT 4.0 ©
More Performance Through Custom-Tailored SKILL SETS Aligned to Your Specific Business Scenarios.
Multiple Sales Models and Sales Roles.
The SKILL SETS provided in the new sales conversation trainings are designed to be role-specific and all COMPETENCES are adapted individually to the specific business scenario, the category of the salesperson and the company’s sales approach being used in their different markets. A CATALOG with 50 relevant Buyer 4.0 dialog elements is available for this purpose.
This in mind the SALES-COCKPIT 4.0 © in combination with the CONVERSATION MODELING SYSTEM is ideal for companies that have a wide range of products and services and for this reason have to cover a large number of differentiated sales models and sales roles in the different business areas.
With correspondingly designed BUSINESS SIMULATIONS we train the HOW in near-the-job role plays and by this accelerate the transition into the everyday business from the very beginning: The HOW, not the WHAT is the motto we strictly follow.
Which market settings and sales approaches are relevant for you?
CODE|21 KATA LEADERSHIP AND TRANSITION FRAMEWORK
More Speed and Higher Success Rates When Implementing the New Skills into Everyday Sales Business.
From Knowing to Practicing Proficiently.
To truly increase the performance, it is crucial to effectively use the new tools and techniques in the field. According to experts, sales training makes up at best 30% of the overall success. The follow-up implementation process – the transition into daily business – is therefore the real challenge in the change process.
For this purpose, we created an built-in LEADERSHIP AND TRANSITION FRAMEWORK existing of three components based on the KATA Model of Toyota:
A LEADERSHIP & COACHING MODEL
A DIGITAL LEARNING PLATFORM
- A SALES ENABLEMENT STRATEGY
This framework in combination with the multilingual ONLINE-SALES-ACADEMY enables the management to organize a fast and long-lasting TRANSFORMATION of the new skills in order to achieve sustained performance impacts and to generate significant response on the market.
