THE CHANGE AGENT ©

BUYER 4.0 SALES CONVERSATIONS

The CHANGE AGENT © being an expert in handling conversations and building Buying Visions in Buyer 4.0 markets is able to address exactly the new MINDSET of modern decision-makers and their changing BUYING BEHAVIOUR in every business scenario along the modern BUYER JOURNEY.

With the help of our newly designed Conversation Modeling System © you will be able to take the lead in the conversation and reclaim leadership in the Buying process in order to continuously improve your sales performance.

COURSE CONTENT - Frontline Sales Conversations

Salespersons learn and train how to ...

  • use new CONVERSATION MODELS to address the changing buying behavior and the new decision-making practices of Buyer 4.0,
  • recognize the Buyer’s BUYING STATUS and position in his BUYER JOURNEY,
  • create and tailor the appropriate CONVERSATION CONCEPTS and STORYBOARDS,
  • open the conversation by teaching relevant INSIGHTS,
  • take the lead in the conversation through the use of value-based CONVERSATION TOOLS,
  • influencing and lead the Buyer through CONDITIONING TECHNIQUES to towards our product portfolio,
  • outline the MAIN BUYING CRITERIA ,
  • create a solution linked to the MAPPING TABLEAU,
  • specify the VALUE of your offering including highlighting the economical impacts in a joint discovery journey with the decision-maker,
  • develop quantified BUYING VISIONS and
  • illustrate results with special WHITEBOARD and STORYTELLING TECHNIQUES,
  • finally qualify the Buyer and
  • define the FOLLOW-UP or in a more complex sale the EVALUATION PROCESS to finish the conversation with a CALL-TO-ACTION.

Dialogue Framework Components

  • Opening und Breaking News
  • the Why-Change-Story © 
  • the Pain-Gain-Navigator
  • the Main Buying Criteria
  • the Value Drilldowns 
  • the Mapping Tableau
  • the Solution Story
  • the Call-To-Action
  • the Vision Building Approach
  • the Storyboards for latent and active Buyers
  • the DISC Conversation Models for the Diagnosis-, Strategy-, Innovation- and Competition Conversation
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Sign-in and Two-Factor Authentication (2FA)

Add a 2-step authentication to your account to expand access security and better protect your data. To do this,

  • Click the “Log in” button and sign in with the credentials sent to you by email. You will be taken to the 2FA setup procedure.
  • In case the QR code is not not shown immediatley on the screen, please wait a second or refresh your screen.
  • Install from the Google or Apple store the Microsoft Authenticator on your mobile phone or any other APP shown on the bottom of the popup window of the 2FA procedure.
  • For the Microsoft Authenticator, select “Add account / Other account” or equivalent steps in the APP you have chosen. (See also the various instructions for other apps in the 2FA pop-up window.)
  • Thereafter scan the QR code displayed in the popup window using your Authenticator APP.
  • The phone will immediately show the new account and a 6-digit security code.
  • After clicking “I’m Ready” in the window of the 2FA procedure, enter the security key into the “Authentication Code” field of the form and finish the procedure with “Validate & Save Configuration”.
  • CONGRATULATIONS! YOUR 2-FACTOR AUTHENTICATION IS SET UP SUCCESSFULLY.
  • Now you have the option to download back-up codes to use them instead of the security code from the APP, if you ever lose your mobile device or do not have access to your phone.
  • Then, you will be redirected in order to choose your language and arrive at the Welcome page.
  • Get an overview and begin with the “Get Started” menu item, describing how to work with the platform.
  • At any future login – after signing in with your username and password – you will be provided with the requested one-time code in the Authenticator APP to enter the key into the form on your PC to finally get access.

Handling is easy and straightforward in everyday practice! Now start with Log in