Learning platform
EN 
DE Soft skills: Leading customers
To conduct customer meetings
How your consultants can communicate more successfully with contacts “from the business”.
Discussions with departments
are often ineffective
As a manager or HR manager, don't you often think that your consultants talk too much in a customer meeting? Can you imagine that your customers are often frightened by all the technology and technical terms?
Many consultants tend to literally overwhelm the person they are talking to with information. This means they miss the opportunity to build a good relationship with the person they are talking to, to obtain important information about them and thus achieve significantly better results.
Adapting role understanding
The reason is often that your consultants see themselves as experts. This self-image often leads to them focusing on being able to give a quick answer in customer meetings rather than going over the situation and goals with the customer. We show your consultants how they can adopt a good advisory attitude to guide the customer effectively.
Radically align preparation with the customer
This means that the consultants do not prepare for every technical and professional detail in advance, but rather consider what the reason and purpose of the conversation is and what you want to know from your contact person, in order to be able to advise him properly. Furthermore, you should inform yourself as much as possible in advance inform about the contact person and think about what you should do to ensure that the conversation is a success not only for your consultants, but also for the person you are talking to on the customer side.
Master the right conversation techniques
Your consultants should develop a curiosity for the customer and show the customer that you are really interested in him in his role! To do this, consultants should, if possible, start with small talk and then with open technical questions continue the conversation.
Depending on the occasion and purpose of the conversation, they should be able to specifically address topics such as processes and key challenges and lead a meaningful conversation through active listening. Your consultants should focus on Keywords and, if necessary, ask questions for clarification and specificity in order to gain a deeper understanding of what has been said. It is helpful if your consultant repeats from time to time what he has understood from the customer. It is also advisable to Notes , preferably in bullet points. This not only helps to understand the conversation and to refer back to it and to delve deeper into the topics discussed if necessary.
What we can contribute:
We work with your employees on a professional consulting attitude and equip them with the necessary skills to conduct effective and sustainable conversations with users, key users, process owners, managing directors, board members and customers in other roles.
How you as a consulting firm can benefit from this:
If your consultants are better able to deliver role-appropriate and individualized solutions in a goal- and partner-oriented manner, Customer meetings The relationship with the contact persons will improve significantly. You will learn more about the customer and receive significantly better support. The solutions and ideas of your consultants based on this will be valued much more. This means that your projects will progress more quickly, you can higher customer satisfaction generate additional business and increase the probability of successful project completion.
Training modules
Enquire now:
COBA
Consulting Basics
How your consultants gain the customer’s trust from day one – and act as valuable team players.
3 days
Level 1
SELL
Selling to Executive Levels
Involve all decision-makers in complex sales processes and win with value selling.
3 days
Level 3
SOCO
Solution Placement as a Consultant
Working out the specific benefits precisely – this is how your consultants inspire customers with innovative solutions.
3 days
Level 2
SETA
Selling as a
Trusted Advisor
Prove yourself to decision-makers as trustworthy – and thus provide better advice and sell more.
3 days
Level 3
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