Description

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.

PURPOSE
After this interactive training, you will understand the importance of a "strategic partnership" and your role in it. You have gained insight into the conversation structure and know the main "tools" to act 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, in which they regularly fulfil the role of strategic discussion partner.

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

PARTICIPANTS
Participants will receive a handout afterwards.

09.00 Reception
09.30 Objectives
09.50 Simulation talks: first introduction and evaluation
10.20 Peel 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
* Environment analysis
* Conversation structure
11.30 Break
11.50 Simulation conversations
12.30 Lunch
13.30 Simulation conversations
* Conversation structure (continued)
* Questioning techniques
* Listening skills
* Giving feedback
* Voice use
* Talking in benefits
* Rebutting objections
16.30 Evaluation and "smart" objectives
17.00 Closing

Location

KIVI NIRIA building, Prinsessegracht 23

The Hague

Organiser

Commercial Engineer

Name and contact details for information

Information at KIVI NIRIA Congress Bureau, using the e-mail address below.

congres@kiviniria.nl