Training module
SOCO
Solution Placement as
a Consultant
3 days
Level 2
Objective
To use
FAQ
These soft skills are promoted:
Soft skills
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
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:
2
Step 2:
You describe to us your initial situation, your challenges and objectives.
3
Step 3:
4
Step 4:
We plan the implementation together.
We speak the
Language of the consultants
+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: