Learning platform
EN 
DE Soft skills: Leading customers
Generate additional business
Do you have the impression that the potential of collaboration between your sales team and the project teams in your company has not yet been fully exploited?
Increasing consultants’ mindfulness
Consultants should be sensitive to the concerns of customers and take them seriously – whether on-site or in virtual meetings. This is an important skill for working in a customer-oriented manner.
In addition, it is important to follow up proactively and identify problems in order to build trust and later be able to generate real added value for the customer.
Address problems openly
Only one open communication about existing problems in existing systems or systems that are currently being implemented can help to solve them effectively. Consultants should not be afraid to address difficult topics, as this forms the basis for improved solution finding and customer satisfaction.
Overcoming interdisciplinary fears
Consultants often hesitate to address certain problems for fear of not having the necessary know-how to find a solution. It is not necessary to be able to present a solution straight away, but to discuss the next steps with the customer.
Strengthen collaboration between sales and delivery
Then, in collaboration with sales colleagues from other areas of the company, tailor-made solutions for the customer can be developed. A key aspect for success is the seamless interaction between sales and project management.
By sharing customer feedback, current challenges and concerns, Sales and Delivery can work together to develop strategies to expand existing projects and explore new business opportunities.
What we can do for your project managers and consultants
We can help your consultants to work more closely with the sales team. The consultants can learn Customer problems not only to record, but also to understand in depthwhat impact this has on the customer's business. In consultation with Sales, it can be discussed whether it will probably be worthwhile for the customer to address the problem. By focusing strictly on these issues, we can work together to successfully conclude additional business.
What this means for your business
By implementing these approaches, your company can not only Customer satisfaction and loyalty improve, but also significant Additional business Investing in training your consultants and fostering a culture of collaboration will pay off in the long run.
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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