28. May 2019 - 9:00
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Successful consulting - IDAR® (do it like the market leaders) | University of Phoenix | Tuesday, 28. May 2019

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