Connecting the human dimension to sales
Connecting the human dimension to sales
In parallel with our ‘digital first’ strategy, human empathy is a strategic competence for our entire sales force
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?
as a knowledge and commercial transformation institute.
who can provide training in all required languages.
of which + 30 multinationals.
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
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.
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
