Consultative sales in the digital era

369,00  (fără TVA)

The program aims to inspire a mindset shift in customer relations and provide participants with the practical skills necessary to successfully approach any interaction with clients. The course also incorporates neuro-selling concepts, providing participants with the know-how to achieve the desired results.

Where– Myhive Conference Center
When – 3rd – 4th April 2024, 9.30 – 16.30
Period– 2 days

This program can also be delivered in-house (personalized for a group of participants from your company). Send us the details by accessing the registration button below.

Consultative sales in the digital era – agenda:

How to build long-term partnerships?

  • What do we sell, what does the customer buy? (Performance and differentiation vs. needs and wants)
  • What is value? 8 ways to position your USP
  • Understanding your customer (business, market, decision tree, buyer persona)

Building the sales channel: from know-how to applied practice

  • Mapping the sales funnel
  • Define your key goals at each step
  • Identify, build and pursue (take action to achieve desired goals)
  • Put it all together – make your own flight plan

What is a strategic account?

  • Account segmentation
  • Organizing the portfolio of assigned customers
  • Dynamic management of the visit plan

Setting objectives, the technique of breaking down effect objectives into cause activities, planning and tracking them.

Customer Strategy, types of strategy, understanding and building a customized approach:

  • Generic types of strategies
  • Identifying the client’s strategy (even if he doesn’t know 😊)
  • Find or build “The perfect fit” (positioning products and benefits within the client’s strategy)
  • Evaluation and implementation of specific tactics

Long-term business plan

  • What really matters to a B2B? The main indicators driving the decision, building a common action plan to deliver value; influencing internal stakeholders and using resources to maximize results
  • Creativity and thinking outside the box
  • Strategic selling in B2B; the decision tree, key influencers and building a plan that “sells” without you

Abilități cheie de relaționare în vânzarea B2B

  • How we create a connection with any personality type
  • Paradigms, mental patterns and overcoming communication barriers
  • The questions and key words that open any relationship
  • Online dating
    Lead nurturing – how to keep in touch and take care of relationships over time
    How do I manage non-involvement, false objections, lack of time

From B2B to H2H:

  • The 6 Laws of Influence
  • Customer Opportunities and Proposition Differentiation vs. The needs and wants of the decision maker
  • Customers like to buy not be sold: How to effectively pitch your opportunity to any customer.

Selling and communicating to customers with AI

Find your customers:

  • Traditional versus digital, what stays the same, what has changed in prospecting?
  • Lead generation via LinkedIn – approaching and building relationships. Techniques for starting conversations and keeping discussions relevant
  • The 5 best ways to find your customers
  • Build your prospecting strategy.
  • Alin Gherman, EMBA

    Alin Gherman, EMBA

    Vânzări, Marketing, People management, Abilități de prezentare, Problem solving, Design thinking

  • Gina Matei

    Gina Matei

    Coaching, Comunicare

  • Monica Vanda Oltean

    Monica Vanda Oltean

This program addresses:

  • The team of sales representatives who deal with selling and negotiating with B2B customers and want to acquire the most current techniques regarding the sales process, in the new 2.0 era, marked by exponential changes. It also aims to inspire participants with a change of mindset regarding customer relations and to give them the practical skills necessary to successfully approach any interaction with them.

The main objectives of the course are:

  • Refinement of consultative selling techniques
  • Changing your mindset and practicing resilience
  • Developing sales and communication skills with AI
  • Lead generation and lead nurturing via LinkedIn
  • Developing online and face-to-face customer relations skills

Interactivity. The program is based on active learning. It involves a combination of case studies, class discussions, role plays, and working in study groups, where participants take responsibility for their personal development.

Interactivity will be the main teaching method.

The program will include:

  • Practical exercises, mini case studies, interactive sessions, solving concrete problems raised by the participants
  • Individual/group/general training
  • Analysis of the daily activities of the participants
  • Role playing games and simulations

Participants will learn from several sources:

  • The trainer will be both moderator and mentor
  • Participants will work in teams
  • Coaching. The trainer will be available to answer questions and guide the participants both during the course and afterwards based on the individual action plan, built step by step during the program.

369,00  (fără TVA)Add to cart

Do you have any questions?

Do not hesitate to call us or write to us by chat, email or by filling out the form on the contact page.



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Alin Gherman, EMBA, Gina Matei, EMBA, PCC, Monica Vanda Oltean


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