last 7 March, Rob Snoeijen (Sales Inspirator) was our guest to give a workshop. In daily life, Rob Snoeijen, from his initiative SalesTopics, helps (sales) professionals and organisations improve their commercial returns. Rob is a certified trainer, coach, speaker and entrepreneur and, with more than 25 years of sales experience, a pure professional. His experience, combined with the participants' input, made for a successful workshop. Not a one-sided story (with a handout of the presentation) but a workbook compiled by Rob formed the basis of the workshop.

The workshop focused on the basics of sales including "commercial communication". Of course, asking the right questions also came to the order. By doing exercises, it became clear that by asking the right questions you can quickly find out what you would like to know. So this workshop did not deal with theoretical models but was about the essential basics for a salesperson. For some it was a piece of cake but for most it was an eye-opener. Selling really seems to be underestimated. No matter how brilliant or innovative, marketing an innovation often turns out to fail in practice. The information from the workshop (and the workbook) should help participants achieve more results (sales), so Rob's tips are certainly useful for those involved in sales. For those who want to learn more, there are the books Rob wrote ('Surprise the Customer!', 'Hug the Customer!' & 'Seduce the Customer!') and also the Sales Topics website offers a lot of additional information, including a list of positive words (http://www.salestopics.nl/).

After the workshop, drinks were organised to conclude the evening.

Description

Introduction
* Do you want to get the maximum return from your customer conversations?
* What makes a customer happy and what does he expect from you?
* Do you sometimes forget to ask that one crucial question?

Market and customer needs are changing rapidly. It is important to accurately and structurally identify the real requirements, wishes and needs of customers, because selling is asking questions. With good empathy, you will know how to ask the right questions and spot all sales opportunities, which will lead to more sales.

In this interactive workshop, given by 'Sales-Inspirator' Rob Snoeijen, you will learn various questioning techniques and how to apply them effectively in your practice to determine the right customer needs in a structured way. Because the better your questions are, the better you listen and the greater the chance of success!

Target group
Technical and Commercial engineers with a manager.

Participants will get answers to the questions:
* What are the pitfalls in commercial communication?
* How do you listen verbally and nonverbally for an effective 'connection'?
* What structure underlies an effective sales conversation?
* In what way do you match the right question to the customer situation?
* How do I help the customer make a decision?

Result of the workshop:
* You are given the right skills and insights to achieve the best (sales) results.
* By actively listening, both verbally and non-verbally, you are aware of the pitfalls, enabling you to conduct clear customer conversations based on feedback.
* Sharp questioning techniques will enable you to pinpoint the customer's needs and respond adequately, resulting in more customers, higher turnover or better margins.

Minimum number of participants: 15 (maximum 20 participants).

Speaker(s)

- Rob Snoeijer, Sales Topics
From his initiative SalesTopics, Rob Snoeijen helps (sales) professionals and organisations in improving their commercial returns. Rob is a certified trainer, coach, speaker and entrepreneur and with over 25 years of sales experience, a profes¬sional pur sang. From his passion for sales, he has written three best¬sellers: 'Surprise the Customer!', 'Hug the Customer!' & 'Seduce the Customer!' With great enthusiasm, he knows how to inspire and motivate his customers to change.
With Success as a Result. His motto; "Pruning makes you Grow."

Location

TU/e, Black Box

Den Dolech 2, 5612 AZ Eindhoven

Organiser

Commercial Engineer

Name and contact details for information

ing. Hans van den End, at the e-mail address below

hansvdend@zonnet.nl