Connecting the human dimension to sales

Connecting the human dimension to sales

We enable commercial and customer-focused teams to truly connect with clients through powerful emotional intelligence.

In parallel with our ‘digital first’ strategy, human empathy is a strategic competence for our entire sales force

Johan Thijs, CEO KBC Group

Empathy, a strategic skill in digital customer interactions

Today, customers engage through a ‘phygital’ buying process. ‘Face to face’ conversations are mixed with ‘screen to screen’ interactions. Digital interactions are powerful but delicate. Empathy is key! Do it wrong and you harm the customer relation. Do it right and you achieve ‘less contact, more impact’!

Is your commercial approach already differentiated to meet clients’ diverse buying preferences?
Customer experience is king!

Sales professionals no longer sell products, but experiences. Customer touchpoints should be tailored around the clients’ functional and emotional need.

Commercial maturity

70% of buying experiences are based on how the customer feels they are being treated. (McKinsey & Company)

Customer Loyalty through Emotional Intelligence

Commercial and customer-focused teams need to inspire unprecedented levels of trust to serve their potential customers. Equally, they need to be skilled in guiding, supporting and coaching their customers to facilitate the purchasing decision.

All this requires an exceptional degree of emotional intelligence, an ability to connect quickly and deeply with prospects and motivate them towards an active partnership. Luckily, these are competences that can be developed.

Is emotional intelligence already a strategic competence within your organisation?
years of experience
1 +

as a knowledge and commercial transformation institute.

Coaches
1

who can provide training in all required languages.

customers
1 +

of which + 30 multinationals.

trained coaches & trainers
1 +

through ‘Train the Coach’ and ‘Train the Trainer’

We are a consultancy company that helps organizations drive revenue through hyper personalising sales conversations and customer touchpoints.

What does it take to move your organisation to an empathy driven customer engagement approach?

1

alignment of vision

First, we make sure the customer centric vision is in alignment with the strategic goals of the organisation.

2

Return on investment

We analyse your current commercial metrics, and calculate the return on investment of an empathy driven customer engagement program.

3

Purchase experience

We map out a plan based on our unique behavioral psychology model to provide a deeper, more personalized level of sales and service throughout the entire buying journey.

Hands-on knowledge

Based on modern learning theory, we develop a hands-on transformation program which heavily focuses on implementation of knowledge and anchoring behavior.

Blended learning approach

A blended learning approach that consists of various tools and platforms that facilitates embedding of competences on all organisational levels.

Behavioral psychology model

RIO, our proprietary IP methodology based on fundamental human psychology, makes a personalized approach to sales and service easily accessible.

For me, it was an eye-opener and a reassurance that we could achieve improved commercial results with confidence and human connection. In practice, RIO really is an 'appetite framework'. People start to want to change their behavior.

Katy Lauwaert - Senior sales coach - SYNERGIE

RIO Methodology


Our RIO method maps out your conversation partner’s buying preferences and provides you with an exact picture of what is needed to foster trust and collaboration. More than client typology, RIO represents the beginning of a new era in sales in which the authentic connection between customers and commercial professionals takes centre stage. By integrating this knowledge, not only will you grow your revenue, but also your self-worth and the positive influence on the people around you.

Some of our clients

Our clients heavily focus on customer centricity and service excellence