Think Buyer !
CONVERSATION & SALES TRAININGS
SELLING AND WINNING
IN A BUYER-DRIVEN WORLD
CODE | 21 is a newly designed SALES CONVERSATION TRAINING PROGRAM tailored to the new MINDSET and changing BUYING PRACTICES of today´s decision-makers in 21st Century Buyer 4.0 Markets.
The focus is on HYBRID SALES CONCEPTS with special Buyer 4.0 conversation and sales tools designed in line with the principles of VALUE SELLING using elements of the Challenger Sale and adapted to today´s digital world of selling addressing dynamic Buyer Journeys.
... 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
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.
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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
With a newly designed CONVERSATION MODELING SYSTEM © salespeople are enabled to design conversation and presentation strategies that
- 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
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.
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 a LEADERSHIP AND TRANSITION FRAMEWORK. It is a combination 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 management to organize a fast and long-term lasting TRANSFORMATION of the new skills and concepts into the day-to-day business in order to achieve sustained performance impacts and to generate significant response on the market.
