Sales Academy

From product pitch to inspiring client conversation

Customers don't buy products. They buy progress.

In a market full of innovative solutions, it is not only your offering that makes the difference, but also your ability to think along. Those who help the customer see a problem or opportunity clearly win their trust before solutions are even discussed.

That is why a strong sales conversation doesn't start with “this is what we do”, but with understanding. Where does your customer stand today? Where do they want to go? What are their plans? What is holding them back?

Only then can you translate that into the one solution that is truly relevant to them.

The result: fewer price discussions, shorter decision processes and customers who choose the solution that truly fits them.

Why is that so important today?

A customer tells you they are not ready to invest yet. Three months later they buy anyway, from someone else.

What did you miss?

Good sales is less and less about telling and more and more about listening, understanding and inspiring. That is how you build trust, discover needs earlier and create opportunities instead of waiting for them.

Wat neem je mee?

Na deze dag heb je een frisse kijk op hoe je get more out of your client conversations. Tijdens de dag bereiden we een pgesprek met een klant en prospect voor. Concreet ga je naar huis met: 

• Een duidelijke gespreksstructuur  
• Welke verschillende vragen helpen om uncover real needs, plans and opportunities .
• Een communicatiemodel waardoor je sneller begrijpt where your customer stands today and where they want to go.
• De kracht van deep listening om build trust and spot opportunities earlier.

Voor wie is deze dag?

• Account Managers who want to discover more opportunities with existing clients
• Business Developers who want to be relevant faster with new prospects
• Technical Sales & Solution Sales who want to sell complex or innovative solutions in a simpler, more relevant way

Speakers:

• Magali Silber, Merluno: Helps commercial teams bring simplicity and acceleration to their pitch.
• Nathalie Van Oost, Merluno: Gets commercial teams moving by breaking old thinking patterns.