The roles in the purchasing process change and at the same time procurement decisions are moved upwards within the organisation. To ensure maintenance and development of the co-operation with the costumers requires a targeted processing of relations within the customer’s organisations (also see Stakeholder Management). At the same time mediocre communication impedes the full identification of the customers’ needs and an effective product presentation. Communication may be controlled by habits that hinder optimum questioning and listening techniques. These habits are not designed for efficient delivery of the key messages that activates the customers’ needs. But fear not! Habits can be changed!
Who
Sales communications is relevant to anybody in direct or indirect sales who interacts with customers.
What
Based on an active analysis of stakeholders and their means of influence we build up competences to understand, use and build stakeholder relations in order to be able to handle among other things influencing tactics and concrete stakeholder strategies, business dynamics and internal politics. At the same time the understanding of what communication is, and of the psychology that drives it, is a powerful frame of reference. With this as starting point we work with tested and trusted techniques for active listening, uncovering and promoting questioning techniques, communication of values, and activation of customer needs. We use practical exercises and case studies to give you solid skills. Sales communication can only be learned through the interplay of theoretical learning and practical exercises. How do you communicate?
For further information about effective relation management, please contact Jens Duedahl, Carsten Leth Hansen or Camilla Wolff.