More Turnover through Customer Focus
During a highly interactive session, the 24 participants were taken into the perceptions of (key) customers via a triptych.
The evening was introduced by Bonnie Williams, who questioned the audience on how satisfied they themselves actually are with their 'sales results', and then went on to find out what the key factors in this are (attitude, skills and organisation). Jasper van Bochove then took over and went into the ins-and-outs of customer experience and how to use it to boost word-of-mouth. After this, Bonnie zoomed in on the various roles you play in a conversation with the customer, and how to use these roles to better respond to your customer's needs. Finally, Steven Weijers elaborated on the attitude one adopts in a conversation. Although we strive for autonomy, this does not work because an image of the interlocutor is determined in a very short time (12 milliseconds).
Participants' reactions:
* A lot covered in little time!
* Another eye for personality!
* Refresher course, and it worked!
Once again, we can look back on a very successful activity, which was rewarded with an 8.4 for price/quality!
Description
As an engineer, you are engaged daily in devising innovative solutions to technical
issues. You have regular customer contact and therefore the opportunity to influence the commercial result of your organisation. But how do you steer commercial results without losing your integrity as a content expert?
In a 3-hour workshop, you and fellow engineers will work together to explore the possibilities of actively contributing to the commercial success of your organisation from a content-related technical position. We will work with 3 perspectives: your role as an engineer, marketing and sales. You will see how these perspectives are connected.
In the workshop, you will delve into the perception of your most important customers. We will then explore ways to entice new and existing customers to bring more issues to you and your company. When you sit down with that (potential) client, how will you make the most of the conversation so that you go home with a new client or assignment?
Examples of technical companies will pass by in the workshop, but we also like to work with your own examples, experiences and challenges in practice. In short; it will be an inspiring and interactive evening and you will go home with concrete ideas that you can apply the next day!
In this workshop you will get concrete insights and ideas on how to improve the commercial result from your role as a decision-maker in a technical organisation
17.00:00 Reception sandwiches with coffee and tea
18:00 Start of workshop
21:00 End of workshop / Start of networking drinks
22:00 End
Speaker(s)
Bonnie Williams, Professional Development Mentor, helps people and organisations tap into their enormous potential. From her background as a professional actress and director, Bonnie has over 20 years' experience in business as a behavioural expert. Her unique approach combines creative methodologies from theatre, with her vision of how people can get the best out of themselves.
Jasper van Bochove, Flavour Maker in Growth, is director and co-owner of Caramel. He strives for growth, connecting people and organisations and creating focus and enthusiasm. Jasper's main goal is to make a company's potential visible to the outside world. He has a drive to improve, loves achieving results in concrete terms, preferably by measuring success.
Ir Steven Weijers, Sales Innovator; consultative selling specialist, E-commerce consultant and sales management consultant. As a technologist, he gained more than ten years of international experience in technical-commercial positions. Now he guides sales organisations on their way to commercial success in the digital age.
Location
KIVI building, Prinsessegracht 23 in The Hague
Organiser
Commercial Engineer
Name and contact details for information
Ir. Marc Lambriks