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Training module

SOCO

Solution Placement as

a Consultant

In this way, your consultants manage to present offers and concepts in such a way that customers are convinced.

3 days

Level 2

Objective

To use

Requests

FAQ

These soft skills are promoted:

Soft skills

To conduct customer meetings

Soft skills

Present

Soft skills

Convince

Soft skills

Sell

How consultants create added value and present it convincingly

Experienced consultants often have a good sense of discovering additional opportunities during project work that Generate added value for the customer These possibilities are often ones that the customer has not thought of before. A key question here is how these additional needs can be identified and how the customer can be addressed effectively. An equally big challenge is to create a truly to present the appropriate solutionthat the customer not only feels understood, but is also completely convinced. How do consultants obtain the necessary information and convince the customer of the potential added value that your proposed solution can generate?

Target group

All Consultantswho want to more easily convince their customers of their innovative solutions and concepts.

Training Objectives

Identify and actively develop additional sales potential for customers from ongoing projects in the IT solutions business

The SPIN questioning technique: Gain access to the customer’s world and challenges

Value Selling: Identify the specific customer benefit

ROI etc.: Knowing and being able to apply the most important economic indicators in the customer’s decision-making process

A Story board for a convincing customer-specific presentation

Build trust through credible, professional behavior and convince in the presentation

To use

Your consultants have understood how to address customer problems, identify the negative impacts on the departments and develop a suitable innovative solution developed for the customer and presents the benefits in such a way that as many stakeholders as possible are convinced. This will Customer satisfaction increased and generated additional business for the consulting firm.

Your contact person

Harald Jansen
Phone: +49 8063 200920
E-mail: harald@jansenacademy.biz

3 days

Level 2

These are the next steps

If you are interested in our soft skill program for IT consultants, your path to us is very easy:

1

Step 1:

Contact us to arrange an online appointment

2

Step 2:

You describe to us your initial situation, your challenges and objectives.

3

Step 3:

You will receive an offer from us for the appropriate training/measures.

4

Step 4:

We plan the implementation together.

We speak the
Language of the consultants

If you need further information or have specific questions about the Jansen Academy and our training, we are happy to help. Do not hesitate to contact us:

+49 8063 200920

training@jansenacademy.biz

FAQ

How can your consultants identify and actively develop additional sales potential in the customer in order to maximize the added value of your solutions?

We teach proven techniques such as SPIN questioning techniqueto gain a deep insight into the customer’s challenges and goals. This enables them to develop tailor-made solutionsthat meaningfully link the customer's specific needs with relevant features and clearly highlight the resulting benefits.

How can your consultants ensure that they convincingly present innovative solutions that meet the client’s needs and goals?

We show your consultants, how to create a storyboardthat clearly links the problem and the relevant features of a solution, so that the customer-specific benefit is presented in a comprehensible mannerThis form of value selling also includes Identification and application of key economic indicators in the customer’s decision-making processThis means that customer representatives from the IT sector, the specialist departments and management can be equally convinced.

These IT consultancies trust us: