Sales-
trainings
Each sales training course is built around science-based principles and tips & tricks on essential parts of the sales process.
Overview
sales trainings
Training – First Impression
Content:
A good (correct) first impression is very important. In the “First Impression” training, participants will interactively gain insight into the science behind the first impression and learn to apply it immediately in practice.
- So exactly how important is a first impression ?
- How do I give a good first impression?
- How do I guard against a first impression?
- How do I counter a lesser first impression?
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Credibility
Content:
It is crucial that your customer believes what you say. After all, without credibility, your arguments have little value. In addition to objective facts, credibility consists in part of perception. The more credible you come across, the more weight you can carry.
In “Credibility” training, participants gain insight into the science behind credibility. Both objective credibility and its perception are addressed. Participants will learn interactively how to come across as more credible:
- What type of arguments are most credible?
- What body language promotes your credibility?
- How do you build a credibility matrix?
- How do you deal with counterarguments?
- Pitfalls & caveats
- Tips & tricks from the literature
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – This is how you create confidence
Content:
Create confidence and radiate it.
Trust is an essential part of sales. After all, we buy from people (and organizations) we trust. But how do you create a relationship of trust with your customer? In this training, we go over a lot of science-based “trust boosters” incl. real-world examples. We then help participants immediately translate them to the day-to-day practice of their jobs.
- Trust boosters – personal
- Trust boosters – product
- Trust boosters – company
- Perception vs reality
- Tips & tricks from the literature
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Customer Friendliness
Content:
In customer-friendliness training, participants learn customer-friendly interactions. We discuss a lot of tips & tricks through different perspectives from the scientific literature. Participants learn, among other things:
- How do you greet customers?
- How do you address customers when they come to you with questions or complaints?
- How do you help customers with something that needs to be solved on short notice?
- How do you stay customer-friendly even in difficult conversations?
- How do you admit any mistakes? And how do you deal with this as a company?
- How do you say no?
- How do you come across as more customer-friendly as a company?
- How do you handle complaints and negative feedback?
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Active listening
Content:
Customers don’t buy products or services, they buy solutions. That solution varies from client to client. Therefore, it is very important to find out exactly what that solution is.
In the “active listening” training, participants learn how to have an open conversation with the client., how to ask the right questions and then respond accordingly, etc.
- How do you have an open conversation with your client?
- How do you ask the right questions?
- How do you respond to the answers?
- How do you put a customer at ease?
- Pitfalls & caveats
- Tips & tricks from the literature
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Breaking difficult news
Content:
No one likes to deliver difficult news. In this training, participants interactively gain insight into the science behind delivering difficult news and learn how to immediately apply it in practice.
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Quality perception
Content:
How does your customer rate the quality of your product or service? What determines that assessment? How does it compare to your competitors? Proper perception of quality is very important. In the “Quality Perception” training, participants interactively gain insight into the science behind quality perception and learn to immediately apply it in practice.
- Quality boosters – personal
- Quality boosters – product
- Quality boosters – company
- Perception vs reality
- Case studies & best practices
- Link with repetition
- Tips & tricks from the literature
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Impact
Content:
- How do you capitalize on the competition?
- WIIFM
- How do you ask the right questions?
- How do you stay relevant?
- Tips & tricks from the literature
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Time management
Content:
Time is a precious commodity. The “Time management” training teaches participants how to work more effectively and efficiently based on numerous scientifically substantiated insights and techniques.
- Productivity boosters
- Work more result-oriented and efficient
- How do I set priorities?
- Time management matrix
- Staying available to customer vs. mileage
- Perception vs reality
- Tips & tricks from the literature
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Competitive Analysis
Content:
How well do you know your competitors? Are you looking at them from multiple perspectives? Are you responding correctly to this? Buying a product or service usually involves much more than just the price. In this course, participants learn to analyze competitors through different angles and then respond to them in their sales approach. Among other things, participants will learn the following:
- In what ways are you capitalizing on your competitors’ strengths?
- How do you play off the lesser strengths of your competitors?
- In what ways do you consider the visual identity of your competitors?
- In what ways are you using your competitors’ pricing?
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Repetition
Content:
- Repetition and impact on our memory
- Link with confidence
- Link to credibility
- Link to quality perception
- What is the correct repetition?
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Pricing
Content:
In the “Pricing” training, participants will interactively gain insight into the science behind pricing, incl. which types of offers and discounts have the greatest impact.
- How do you determine the right price?
- What are the different pricing strategies?
- How do you make your pricing credible and attractive?
- Which discounts and offers have the biggest impact?
- To what extent do you consider your competitors?
- What is the impact of pricing on quality perception?
- What is price elasticity and how can you use it?
- Tips & tricks from the literature
- …
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Neuromarketing in webshops
Content:
The success of your webshop is closely linked to the way you offer your products. Is the overall user experience good? Are you creating enough trust? Is everything clear? Are you using automated sales boosters? Which offerings have the biggest impact?
In the course “Neuromarketing in webshops,” participants gain interactive insight into the science behind Web shops, incl. a lot of practical examples and best practices, and teach them to apply this immediately in practice.
- Optimal UX (User Experience) – relevant effects from psychology
- How do you create trust online?
- Which discounts, offers, etc have the biggest impact?
- How to apply loss aversion optimally?
- Automated sales boosters & cross selling
- How to best deal with a wide range
- Case studies & best practices
- Tips & tricks from the literature
- …
For whom? Administrators of web shops, marketing managers, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Training – Brain candy
Content:
Yes, our brain is indeed more sensitive to certain things than others. Indeed, there are very unconscious processes that have a particularly large impact on our behavior. Even without realizing it ourselves!
How to make the best use of this as a sales team or sales staff will be taught in this interactive course. We discuss several psychological effects that can safely be considered honey for our brains. Then we immediately translate to real-world situations and look at how to apply these powerful effects to your company’s sales.
For whom? Anyone with a position in sales: sales directors, internal sales, external sales, customer service, …
Methodology:
- Interactive
- Customized to your target audience
- Job-related, with practical examples
- Scientifically based, but 100% hands-on
Half day (3 – 4 hours)
Location:
At your location (in offices, showrooms, etc.)
Number of participants:
6 – 12 participants
Budget to be provided:
Per training, per group or per package.
Cost includes:
- Course materials
- Training Certificate
- More or less funny jokes from the lecturer
SMEs:
Up to -30% financial support through the KMO-Portefeuille
Frequently
asked questions
How is the training adapted to our company and target audience?
Each audience is different, each company has its own way of working and identity.
As a first step, therefore, in one or more preparatory meetings we examine the specific needs and expectations of your sales people and management.
In addition – if possible – we spend a day with one or more sales associates. After all, it happens on the floor.
This practical input is often very useful and is then taken into fine-tuning the various courses
Then we customize the training to perfectly fit your target audience(s), identity and ways of working.
Is the training interactive?
Yes. Every course is interactive anyway. You can also think of the training as a sales workshop around a specific theme. In other words, participants actively participate.
In the training courses we not only bridge the gap between science and sales, through interaction with the participants we also translate this into things your sales staff can apply immediately.
What does evidence-based training mean?
In short, evidence-based training is not based on gut feeling or black magic, but rather on things with a proven track record.
In sales training, this mainly involves 1) scientific research, (2) market research and (3) objective results.
Learn more in our article on evidence-based practice.
Is this training eligible for a grant?
Yes. As a Flemish SME, you can receive up to 30% financial support for this training (and all other BDDB training courses) if certain conditions are met.
More information can be found on this page.
How are our sales trainings
different?
“ We combine the most important insights from scientific research with your and our practical experience.
Evidence-based
We use the most important insights from scientific research and combine them with your and our practical experience.
Focused on daily use
Immediately applicable
Our
approach
Each audience is different, each company has its own way of working and identity. It is important to tailor trainings accordingly. We maximize the impact of our evidence-based training by working in several steps.
As an SME, receive up to
30% financial support
At BDDB we are certified as a recognized service provider of the Flemish Government (KMO Portefeuille). As a Flemish SME you can receive up to 30% financial support for advice & training if certain conditions are met.
They preceded you
Get
in touch
Know more? Let’s meet?
Feel free to contact us. We are happy to help you.
@bddb.be
