Many companies spend time and resources on generating customer interest, but find that this interest does not always translate into sales. It can be difficult to get the sales conversation to lead to an order, a meeting or a concrete agreement.
At this workshop you will work on how to become sharper in your dialogue with the customer and better at understanding what is required to create a sale. The workshop is relevant for both B2B and B2C companies where the sale depends on strong customer conversations, clear messages, and the ability to translate the customer's needs into a concrete solution.
If you have previously attended the Value-Based Selling workshop, this workshop builds on the next step: What do you do when you are sitting opposite the customer, and how do you steer the conversation to bring you closer to a decision? If you have not attended before, you will still take home concrete sales tools that you can use right away.
We are working on how you create a good dialogue, ask questions that provide real insight, and get better at understanding what is important to the customer. You will be introduced to a simple method that can help you structure the conversation, uncover the customer's needs, and make it easier to point to the solution that creates value.
We are also looking at how AI can be used as a practical aid in sales work. You will get inspiration on how to prepare better for client meetings, find relevant questions, understand different customer types and formulate messages that hit the mark more precisely.
The workshop takes its starting point in concrete examples, dialogue and practical exercises from the participants' own businesses. You will leave with a clearer understanding of your sales pitch and with tools you can put to use directly in your own sales work.
At the workshop, we will work with, among other things:
- Why some customer dialogues lead to an agreement – and others do not
- How to ask better questions and get more out of the conversation
- A simple model for creating more valuable customer dialogues
- How customers make decisions
- How AI can help you prepare for client meetings
- How AI can be used to develop questions and ideas for the sales dialogue
- Practical exercises using your own customer and sales situations
- How to move the dialogue forward towards the next step or a concrete agreement
The workshop alternates between short presentations, dialogue and practical exercises, giving you the opportunity to test the methods in a safe environment and exchange ideas with the other participants.
After the workshop, you can:
- go to client meetings with a clear plan of what you want to ask about
- get the customer to talk more and gain a better understanding of the customer's situation themselves
- use AI to quickly prepare for a meeting or sales pitch
- get clearer on when the customer is ready for the next step
- avoid presenting solutions too quickly
- make it easier for the customer to say yes to a meeting, a quote or a collaboration
- take concrete tools home that you can use the very next day after the workshop
- turn more good conversations into concrete business opportunities
Extra bonus
As a participant, you will have the opportunity to continue brainstorming with the two business developers from Erhvervshus Hovedstaden after the workshop. Through 1-3 online sparring sessions, we can help you turn the workshop into action in your own business, guiding you all the way from idea to implementation.
Here you can, among other things, get sparring on:
- how your product or service speaks to your customer's needs
- preparation of client meetings
- use of AI in sales work
- development of questions and sales dialogues
- prioritisation of your sales efforts
The goal is not only for you to go home with new knowledge – but also to get help turning it into results in practice.
