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THE FUTURE OF SALES CONVERSATIONS

CONVERSATION & SALES TRAININGS

MASTER THE 21st CENTURY BUYING ENVIRONMENT

Selling and winning in a buyer-driven digitalized world

... most sellers got stuck.

More than 70% of sellers are still in the ordinary “Product Selling Mode” (CSO Insights) following a classic sales cycle and using traditional sales conversation models.

The Truth Is ... !

Today, salespeople fail to meet the MINDSET of modern decision-makers through their typical conversation and presentation formats. They do not deliver what decision-makers and buyers expect today. Shortfalls are obvious.
Surveys show this overwhelmingly.
This topic is highly critical as the reputation of salespeople is eroding due to their misalignment to the sales requirements of the 21st century. They lose their attractiveness simply because they often do not deliver the expected VALUE. This shortcoming is especially critical in hybrid sales scenarios, because in Virtual Sales, the lack of direct customer contact makes conversational skills even more important.

Sellers limit both their performance and the same time the potential of their company.

Code 21 Sales Dilemma
Prepare your sales force to perfectly meet the new world of buyers.
Future of Sales
CUSTOMER CONVERSATION
is the Core Design Point of 21st Century Selling Systems.
[Scott Santucci, Principal Analyst at Forrester Research]
Next Level Sales Training CODE | 21
New SALES SYSTEMS designed to meet the challenges of the 21st century put SALES CONVERSATIONS including new dialogue models, new tools and new communication formats at the center of modern sales roles and make it the overriding LEADERSHIP TOOL for salespeople.
The focus is on conversation skills that address the new mindset and changing buying behavior of modern decision-makers.
88% of decision-makers are not looking for presentations and product demonstrations, but for BUSINESS TALKS that introduce new perspectives, including the financial benefits and economic impacts that are of benefit to them and their company. 
From Product To Value is the guiding principle. 90% of decision-makers do not make a decision if they do not see a financial benefit.
Commercial impacts and the respective business value are the TRIGGERS for more performance and excellence in sales. In this process, decision-makers follow completely new decision-making patterns and the traditional linear sales process is replaced by dynamic touchpoints along the modern buyer journey.

Provide your sales teams with skills and tools they need to compete effectively in changing markets with new business practices and new communication styles, and to precisely address the changing buying behavior of modern decision-makers through new competencies.

See more in our videocast series, “The Future of Sales Conversations.”

THE CONVERSATION MODELING SYSTEM ©

"Go for the New Level of Sales Conversations"

With the newly designed CONVERSATION MODELING SYSTEM ©, managers empower their sales teams with a tool set to elevate their conversational skills to a new level and realign traditional sales methods to 21st century needs.

MASTERING THE 21st CENTURY BUYING ENVIRONMENT

NEW DESIGN POINTS BUYER 4.0
Five design points, centered on the mindset of today’s BUYER 4.0, form the layers of the newly designed CODE I 21 Conversation Modeling System©:
  • The focus is on a 4-sector DIALOGUE MODE, which is structured in line with the changed decision-making process of the Buyer 4.0. This ensures that the conversation is precisely aligned with the demands and expectations of today’s decision-makers. (85% dilemma)
  • The center of the new conversation style build new CONTENTS, tools and lines of argumentation (Value Chain©) that are aligned with economical effects and financial impacts in order to address the new MINDSET of modern decision-makers and in this way systematically generate resonance and make sure to differentiate from competition.
  • Through individual STORYBOARDS providing different entry points, which are chosen differently depending on the customer’s buying status and his position in the BUYER JOURNEY, the conversation is ideally aligned with his situational expectations.
  • With the DIALOGUE FRAMEWORK, a POOL of special Buyer 4.0 conversation tools and dialogue elements, it is possible to create appropriate conversation formats in accordance to the intention of the meeting and the SELLERS’ ROLE depending on the SALESMODEL practiced. This offers all the freedom needed to map the different sales methods in an organization, so that each unit can develop its optimal conversational competence and perform at its best.
The SPECIAL feature is that all employees involved in the sales process use one and the same tool set to optimize their conversation skills. If there are personnel realignments (e.g. Virtual Sales Force) with other assignments, duties or product responsibilities, the tools and concepts stay the SAME and are only used with other tools and elements.

By using an appropriate SALES ENABLEMENT, managers can minimize ramp-up times, organize global rollouts in an easy and efficient way and achieve the intended performance ad hoc – Anyone. Anywhere.

NEXT LEVEL BUYER 4.0 FRONTLINE CONVERSATIONS

The CODE I 21 Conversation Modeling System® can ideally be used with all existing Sale methodologies, especially Solution Selling® or comparable sales methods, to raise the salesperson’s conversation skills to the next level and make the sales team fit for a 21st century sales environment.

für
VALUE SELLING | CONSULTATIVE SELLING | SOLUTION SELLING
TRANSACTIONAL SELLING | COMMODITY SELLING

Solutions-Selling EN
Get more information with our ExecutiveREPORT:

How Do You Successfully Manage the Transformation
to the New Market Realities in a digitalized sales environment?

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Managing Sales Into The Future

New
CONVERSATIONAL SKILLS

The Non-Plus-Ultra for
today´s digitized markets and
BUYERS with a new mindset and
style how to make decisions.


BUYER 4.0 CONVERSATION MODELS

Excellence
more ...

New
SALES ROLES

Essential to build differentiated
high performance sales strategies
in buyer-driven markets with dynamic sales cycles.


Multiple SKILL SETS AND COMPETENCES

Performance
more ...

New
SALES ENABLEMENT

Clearly the key to manage the implementation of the new skills
across daily business and to organize global roll-outs.


.

KATA & LEADERSHIP
ONLINE-SALES-ACADEMY

Transformation
more ...
Get Exactly What You Need

CODE|21 SALES COCKPIT 4.0 ©

Unlock 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. 

Manage the change process successfully

CODE|21 KATA LEADERSHIP AND TRANSITION FRAMEWORK

Gain More Speed and Higher Success Rates When Implementing the New Skills into Everyday Sales Business.

CODE | 21
Change Management

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 successThe 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.

Let´s have a first contact!

Where are you in your Transformation Journey? What are your specific challenges?
Take Action Code 21
Evaluation Workshop Code 21
Performance Initiative Code 21
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ExecutiveREPORT

Mastering a World of Empowered Buyers and Increasing Commodity

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The CODE|21 Team