Description

Introduction
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 course has been organised six times before in 2008, 2009, 2010 and 2011. Because of the great enthusiasm for participation and the enthusiastic reactions of the participants, we have decided to repeat the training on 11 October in the Eindhoven region.

Goal
After this interactive training, you will understand the importance of a "strategic partnership" and your role as discussion partner in it. You have gained insight into the conversation structure and know the most important "tools" to be able 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 based on your customer's needs and the underlying trends in the market.

Trainers
Mike Mossel and Hans Ardon together have over 40 years of commercial/technical experience in industry and business services. Both are self-employed and regularly fulfil the role of strategic discussion partner themselves.

Target group:
The training course focuses on HBO and WO engineers, who have contact with clients in their professional practice

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

PARTICIPATION:
Participants will receive a handout after the event.

Location

Hotel Eindhoven, Aalsterweg 322,

5644 RL, Eindhoven

Organiser

Commercial Engineer

Name and contact details for information

ing. Henk Bergsma, t: 06 20492819 or via the e-mail address below:

hendrikbergsma@cs.com