Sales Training & Coaching in Ghent

In Ghent technology companies the conversations are usually full of substance and empty of direction. A researcher explaining his own work does it better than any salesperson, but he rarely asks who signs, which budget year applies and what the next meeting will be. Conversely, a commercial hire lacks exactly the depth that makes a development department take him seriously. We train those two movements towards each other. For the technical people the emphasis is on asking questions and on ending with a concrete next step, without slipping into sales language that costs them credibility. For the commercial people we build product knowledge to the level where they recognise an objection instead of forwarding it. Role-plays come from your own market: a conversation with a research department and one with a purchasing department are two entirely different exercises.