Description

"The basis for a business relationship"

Besides professional knowledge and technical skills, an engineer's commercial skills are increasingly being called upon. A client wants to "see" that his real need is understood by his interlocutor. How do you find out what that need is? And how do you show that you understand that need, and its background. The answer to these questions is the basis for an appropriate solution and the beginning, or confirmation, of a lasting business relationship.
The training has been organised twice before, on 25 September and 19 November 2008. The great enthusiasm for participation and the enthusiastic reactions of the participants made us decide to repeat the training on 27 May.

OBJECTIVE
After this interactive training, you will understand the importance of a "strategic partnership" and your role as a discussion partner in it. You have gained insight into the conversation structure and know the most important "tools" for acting as a strategic discussion partner and have practised these in a number of simulation conversations. You can "show" in a conversation situation that you act on the basis of your client's needs and the underlying trends in the market.

THE TRAINERS
Mike Mossel and Hans Ardon together have over 40 years of commercial/technical experience in industry and business services. As individuals, they differ in background and personality. Together, they developed the post-Bachelor course Commercial Engineer for Avans+. Both are self-employed and in this they regularly fulfil the role of strategic discussion partner.

TARGET GROUP
The training course focuses on HBO and WO engineers, who have contact with clients in their professional practice.

09.00 Reception
09.30 Objectives
09.50 Simulation interviews: initial introduction and evaluation
10.20 Peeling model (own role, own organisation, client and market developments)
10.45 What does the role of the strategic discussion partner look like in practice
Strategic triangle, Environmental analysis, Conversation structure
11.30 Break
11.50 Simulation interviews
12.30 Lunch
13.30 Simulation conversations
Conversation structure, Questioning techniques, Listening skills, Giving feedback, Voice use, Talking in benefits, Rebutting objections
16.30 Evaluation and "smart" objectives
17.00 Closing

PARTICIPATION
Participants will receive a handout at the end.
The number of participants is at least 6 and limited to 12.

Location

KIVI NIRIA building, Prinsessegracht 23

The Hague

Organiser

Commercial Engineer

Name and contact details for information

Registration and information at KIVI NIRIA congress office, tel. (070) 391 98 90, fax (070) 391 98 40 or via the e-mail address below.

congres@kiviniria.nl