Training

Ask about ambition, pains, and dreams

Build optimal business and personal relationships

• Quickly estimate the client's personal needs
• Adapt your approach
• Know the strategy and understand the business

Do this from your expert role

Positively influence the decision process

• Use a funnel model to guide strategic conversations
• Use proven conversation techniques to maintain good contact
• Deal effectively with objections, emotions, conflicts, and politics

Combine expertise with attention to your client

Look at stakeholders with recognition

• Reinforce your first impression with your body language, tone of voice and choice of words
• Understand your limiting habits and influence them positively
• Translate your value to the client's business needs

Keep the interests of your own organisation in mind as well

Know what is going on in the market

• Prepare strategically for a political case and present it in a 'high pressure' environment.
• See commercial opportunities and work together with your sales colleagues.
• Recognise trends and bring these into discussions with the client