Successful consulting – IDAR® In today’s competitive environment
the role of a technical consultant (sales engineer) is changing more
and more towards a problem solver and solution provider. This program
helps technical consultants to become a more proficient partner in
communicating with customers. It enables the consultant to uncover the
real causes of difficulties. The consultant picks up potential leads,
thereby helping the customer, the sales team and enhancing his/her own
standing..Who should attend?Professionally experienced technical
consultants, specialists with customer contact as well as office
employees with customer contact. Advantages of the IDAR® consulting
modelThe course represents the successful consul/ng model in five
steps, from the facts to the final solution.1. Seeking information /
facts2. Seeking difficulties / mapping problems3. Advantage statement
/ Drawing possible solutions4. Seeking requirements and expectations /
pinning down the extent of the solution5. Benefit statement /
delivering the solution that responds directly to the customer’s
needs and requirements.Course Contents: - Awareness for the own
behaviour in technical consultation- Familiarisation with the IDAR®
communication strategy when negotiating with clients (the client
dialogue as a means of establishing and sustaining confidence)- Up to
date employment of argumentation and presentation- Professional
handling of objections and complaints
courses
925
Views
22/08/2019 Last update