Acquisition:the Successful Sales Pitch
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Acquisition:the Successful Sales Pitch
Acquisition is a trade in itself.Your sales pitch is a crucial moment in the process of landing an assignment.Some people seem to go through these interviews with ease, whereas others dread each new interview.Conductingsuccessful acquisition interviewsis a skill which you can develop. These interviews can actually be a pleasurable experience.By taking part in this training, you will experience how you can really make ‘contact’ with your conversation partner and how you can turn any resistance on your part into action.
The main goal of the training is developing and using your personal success factors while doing acquisition.
Who can benefit from this training?
Account and sales managers, advisors, members of the board (of directors), project managers and field employees.
Account and sales managers, advisors, members of the board (of directors), project managers and field employees.
Target and result of the training
- Empathizing effectively with the customer when preparing a pitch
- Being able to characterize your organization adequately during a pitch
- Speaking in plain and easy to understand terms
- Anticipating the needs and questions of the customer
- Being an interesting conversation partner and dealing with different corporate cultures and levels within organizations
- Building customer loyalty
Training content
- Becoming conscious of your own presentation style, and learning how to improve it
- Professionalizing your personal charisma and body language
- Preparing for the acquisition interview: what do I want to achieve, who is my audience and how do I fine-tune my presentation to them, how do I give my presentation a logical structure?
- Learning to think as a customer:what are the needs and desires of the customer?Thinking along and adjusting to the conversation partner
- Avoiding jargon, how to make sure that the customer understands
- What kind of selection procedure does the client use and how can I anticipate this?
- Various relevant conversation techniques:listening, describing and summarizing, observing and interpreting, asking open and closed questions and how to continue asking question
- Dealing with difficult and unexpected questions
- Putting the added value of your organization into words
- Creating a win-win situation and selling it
- What will you actually be doing differently when you put your new skills into practice?
Information
Of course, for further information or any queries you might have, you can contact us at our office in Rijswijk in The Netherlands, phone +31 (0)70 3623617, or send an e-mail info@houthoffgroup.com