Learning platform
EN 
DE Soft skills: Leading customers
Convince
A lot of innovation potential remains unused in your customer projects? How can you better exploit innovation potential with your customers.
Valuable solutions are often not implemented
It is not the consultant, but the customer who must be convinced!
Effective consulting requires more than just rhetorical skills. The key to your consultants’ long-term success is not to convince the customer of your own convictions, but to understand their problems, perspectives and needsHumility is important because the consultant's preferred solution may not always be the only effective way.
The aim of consulting should be to establish a connection to the real needs of the customer rather than to convince him of a single preconceived point of view.
Customers in innovations
pick up properly
For a successful innovation, it is crucial that it Solves problems and/or to achieve strategic goals A central principle for your consultants should be: First understand, then be understood. For us, this is the essence of good consulting.
Convert features into stakeholder-specific benefits
Just because a technology is innovative doesn't mean that this particular customer can benefit sufficiently from it; therefore, they are rightly skeptical! Your customers invest money and take risks, with the uncertainty of whether the innovation will actually work or create new problems. Consultants must understand the added value of an innovation, which is only possible if they fully understand the current situation and challenges of their customers.
The benefit must be significant and obvious to every stakeholder in order to convince customers. It is essential to clearly derive this benefit from the innovation.
Use personal motives
Your advisors should also remember that any willingness to change is tied to a motive. The status quo appears often as a safe haven for their clients. To take a new venture, your advisors need to find out whether your clients are interested in saving costs, growing or becoming more future-proof, for example. This additional focus varies depending on the client role, and personal motives can also play a role. But they can be decisive.
How we can support you and your consultants
We show your consultants how to transform their own enthusiasm into a truly convincing approach. How to connect innovative technology with the professional and personal needs of their customers and achieve important changes in your customers can.
The benefit for your company?
We believe that this skill is applicable to your consultants in many situations. It is applicable in small and large scenarios. For small and large innovations, from key users to board members on the customer side, for technical, professional, organizational and strategic changes. Your consultants will be happier, their projects will be more successful and their sales will increase.
Training modules
Enquire now:
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
SANC
Selling and Negotiating Change Requests
Balancing customer satisfaction and project margin through professional negotiation.
3 days
Level 3
SELL
Selling to
Executive Levels
Involve all decision-makers in complex sales processes and win with value selling.
3 days
Level 3
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