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Excellence in Client Encounters

16 hours

The ultimate rundown on how to excel in pre- and post-sales situations

Chapter 1 : An Introduction

The main concepts, the organisation of the course and a couple of warm-up exercises.

30min.

Chapter 2 : Encounter Fundamentals

The Encounter Process, MAP-based planning, getting started with PAGE, the use of DISCOVER-Y and common difficulties.

4hrs.

Chapter 3 : Guiding Discovery

Advanced Discovery techniques that aim both to find out deeper, more valuable information and to maximise influence.

2hrs.

Chapter 4 : Presentation Design & Resuse

A method for rapidly producing high-quality presentations from existing material.

2hrs.

Chapter 5 : Taking Control - Negotiation in a Technical Context

From asserting oneself at an individual level to team involvement in complex, techno-commercial negotiations.

2hr.

Chapter 6 : Excellence in Practice

The application of what has been learnt to real work in the coming days and weeks.

1hr.

Andy Betts

Instructor

I have over 25 year’s experience in industry, the first half in design roles, the second in the field (Sales, Marketing and Applications).
A confirmed trainer, I am also a qualified coach and an active member of the European Mentoring and Coaching Council (EMCC).

Module Content

Sections Status
1

ECE Marcom

2

ECE Pre-Course

3

ECE MicroTraining

4

ECE Introduction

5

ECE Encounter Fundamentals

6

ECE Guiding Discovery

7

ECE Presentation Design and Reuse

8

ECE Taking Control

9

ECE Excellence in Practice

10

ECE Post-Course

11

ECE Focus Topic: Using ICON9 to Enhance Team Performance