Sales Training & Coaching in Roosendaal
Why here
In a team used to responding to requests, the default answer to every question is a rate. The missing skill here is the conversation that happens before there is anything to request: talking with an operations manager about volumes, seasonal peaks and what went wrong last year, without bending it towards a quote. That feels like wasted time at first, and it is precisely where the next contract comes from. The second element is one objection that always lands in this corridor: you are more expensive. There are only two usable responses to it, and offering a discount is not one of them. The third is Flanders, and it surprises people: a shared language creates false familiarity, so a Dutch rep is more likely to misread the room in Antwerp than in Germany, where they would naturally be careful. We rehearse that separately.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
Our approach
Recent requests go in alongside the conversations, lost awards included. That usually shows how quickly the conversation gets turned towards a rate. The first block rehearses the conversation without a request: probing on flows, peaks and disruptions. Then follows the price objection in role-plays on your real rates, and a separate block for the Flemish conversations.
Frequently asked questions
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What do you say to a shipper who says you are more expensive?
Not that you can match the price, because that confirms it was about price. There are two usable routes. The first is probing until it is clear what exactly you are being compared against, because the other package often contains something different. The second is moving the conversation to what happens when things go wrong: peak volume, disruption, who picks up the phone. Both take rehearsal, because the reflex is to give something away immediately.
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Why rehearse a Flemish conversation separately? We speak the same language.
For exactly that reason. In a foreign language you are automatically careful; in a shared one you assume you understand the other person, and that is where it goes wrong. The directness that reads as efficient here comes across as blunt there, and a quick request for a meeting at the end of a first conversation is unusual. So we run those role-plays separately, with objections and phrasings genuinely used on that side of the border.
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