training

Consultative selling for technical roles

1 day • FHI, Leusden • Members: €990 • Non-members: €1,386

✉️ academie@fhi.nl
📞 026 78 100 37

Learning Path – Commercial

Consultative selling

Technical professionals who advise clients sell differently. Not with a pitch, but by truly understanding the client's needs, asking the right questions, and substantiating a suitable proposal. In this two-day training, you will learn how to sell consultatively: based on substance, trust, and a long-term client relationship.

Focused on the reality of the technology industry: complex products and services, tech-savvy clients, and long-term partnerships.

  • Truly understanding the customer's request and asking the right questions
  • Construct and substantiate a suitable proposal
  • Conducting advisory conversations that build trust
  • Dealing with objections and difficult negotiation situations
  • Building sustainable customer relationships based on substance

For whom

This training has been developed for account managers, technical-commercial advisors, and inside sales staff in the technology sector who want to sell consultatively and build lasting customer relationships.

Program

  • Day 1: From technology to customer solution. What is consultative selling and why does it work? The customer question behind the customer question. Asking questions, listening, and summarizing. Practicing with real-life conversation situations.
  • Day 2: Proposal, objections, and relationship management. Structuring and presenting a suitable proposal. Dealing with objections and price discussions. Negotiating based on substance and trust. Long-term client relationships: from transaction to partnership.

Result

After this training, you will conduct advisory conversations that lead to appropriate solutions, substantiate proposals based on the client's needs, handle objections and negotiations professionally, and build sustainable client relationships that extend beyond the assignment.

Location: FHI, Leusden • Duration: 2 days • Price: €990 (members) / €1,386 (non-members)

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More information

Would you like to know more or receive no-obligation advice? Email to academie@fhi.nl

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