BLINC SOLUTIONS

Our best building blocks that make the most impactful blended learning journeys.

The Industries where we've made a difference

pharmaceutical

pharmaceutical

In A Post-Pandemic World, The Way Pharma Sells Won’t Look Anything Like The Way It Used To Sell.

Banking

Banking

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Real estate

Real estate

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Recruitment

Recruitment

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Insurance

Insurance

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Retail

Retail

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Obtain more qualitative sales conversations

To many salespersons, lead calls is a daunting task, and which they constantly postpone. There is no reason for this! Blinc Sales Institute developed a 3-step method that will empower every salesperson and spectacularly improve the results. In this training course, we work with personalized scripts and techniques that will help every participant position him or herself better, overcome objectives presented by his or her opponent faster and close more deals.

This workshop will include live telephone prospecting using your own call list, in which you will receive personal coaching and motivation.

Program

  1. The added value of the telephone in a digital era
  2. Drawing up strong call lists
  3. Do’s and don’ts taken from practice
  4. Composition of & practising your own telephone script
  5. Three techniques to deal better with every type of objection
  6. Dealing efficiently with gatekeepers
  7. Making calls under the guidance of your trainer

Prospecting is a fantastic instrument for allowing your business to grow. If you approach this structurally, you can expect an exponential effect.

Blinc Sales Institute developed a method to transform sales goals into a pragmatic prospecting plan. We will be presenting these fascinating and necessary insights in an entertaining and interesting manner. The 12-month strategy that you will draw up during this one-day training course will be concretely accompanied by prospecting techniques that will prompt you to achieve your goals purely naturally.

Program

  1. Translating your sales objectives into a prospecting strategy
  2. Inside into a wider prospecting techniques
  3. Implementing your personal plan of action in concrete terms

Networking is easy to learn. It’s all about applying a number of specific elements that genuinely make the difference.

Blinc Sales Institute developed the workshop that will take you through all aspects of networking. In this workshop, you will be developing a suitable sales pitch in a well-structured manner, learn all the do’s and don’ts in building up and maintaining a professional network and practice each aspect until you have fully mastered it. Based on your personality, you will receive tips that work for you that will make you feel more self-assured and achieve greater success in networking situations.

Program

  1. Preparation and goals with regard to networking: who do I want to speak to, with how many people do I want to enter into contact, schedule meetings with attendees in advance?
  2. Networking do’s and don’ts
  3. The 10-second scan among the attendees
  4. Opening lines that suit your personality
  5. Hotspots at an event
  6. One-minute pitch
  7. Role playing
  8. Follow-up: email communication after networking, LinkedIn invites, define the next steps to take

In an ideal world, everyone you speak to will understand the added value that your product or service will contribute to their business. However, you have probably noticed that not everyone remembers your narrative. Even if you have prepared your message down to the tiniest detail. Time for a little pragmatic psychology!

Blinc Sales Institute invites you to participate in a ready-made workshop that will teach you how to clearly and concisely formulate your core message. We will give you footholds for a lightning assessment of the party you are speaking to. This will, for example, help you to tailor the content and tone of voice of your message to this person, effectively giving you control of the conversation to guarantee a genuine connection with the other party. All of this takes place in the crucial first two minutes.

Program

  1. Essential elements of an elevator pitch
  2. The ten-second scan of the person you’re talking to
  3. Compiling your personal elevator pitch in three dynamics
  4. Practice session and feedback

Can you avoid feeling ill at ease during an initial contact? Absolutely. It helps if you can identify some similarities with the person you will be speaking to before you start. This information can be obtained, linked and coordinated through various sources. And once you are ‘in tune’ with the person you are speaking with, it will be far easier for trust to develop.

Blinc Sales Institute invites you for a ready-made workshop in which you will learn booking smart research tricks at both personal and professional level to make it easier to establish a connection with future prospects. This will help you correctly interpret and subtly apply the information you have found.

Program

  1. Five research tricks
  2. The ten-second scan of the person you’re talking to
  3. Making constructive use of the information found

In the current international market, remote sales calls are becoming more and more the standard. There are systems and tools that will help you to work digitally from a traditional context that will support the entire process, from the initial introduction to closing your deal.

Blinc Sales Institute developed a two-day training course that will teach you to convincingly prospect via email and telephone communication. You will learn all about the mindset of an outbound prospect, and how to adapt your own mindset to this as an inbound sales staff member. Not only that, you will also learn how to awaken the interest of your prospects and win their confidence, without ever making physical contact with them. The globalization of markets makes this training course an indispensable link in your future sales strategy.

Program

  1. Telephone versus email prospecting
  2. The principles of successful telephone call
  3. Insight into the mindset of a customer who is not looking for anything
  4. The scientific principles of a convincing email sequence
  5. Working out your own strategy

Every salesperson has a handful of customers that represent 80% of his or her turnover. It is therefore hardly an unnecessary luxury to understand what their challenges are and how your services can help them overcome these. High time for a an exercise in strategy!
Blinc Sales Institute developed the Key Account Canvas. This model will help you make an X-ray of your customers, giving you clear insight into the short and medium-term opportunities. With a minimum of effort you will be able to increase support within your customer’s organization.

We will compile a structural chart of who your best customers are, which type of customer they are, the challenges they are facing, their strategic goals and what is happening in their market. This is presented in a clearly structured course that we use as the foundation for a concrete action plan.

Program

  1. The 80/20 rule applied to your customer portfolio
  2. Compiling an Account Management Canvas for each of the customer types in your portfolio
  3. Drawing up an action plan for each type of customer

In this workshop, we will examine the most important facets of sales development. We will discuss numerous techniques that have been proven to be effective. The unique “P.O.W.E.R.” method will teach you to build up a conversation and close it in a resolute as well as respectful manner. This training programme has yielded fantastic results for salespeople in a wide range of products and services, all of whom shared the same ambition: to improve in the profession of sales development rep.!

Blinc Sales Institute developed an interactive training course that will enable both junior and seasoned salespeople to grow.
The training course focuses extensively on building up the conversation, in your own preferred style, aptly dealing with objections and a diversity of closing techniques. The skills you have learned will be put into practice immediately during simulation interviews and games.

Program

  1. Building up a conversation using the “P.O.W.E.R.” method
  2. The 20-second analysis of your prospects’ needs
  3. Resolute presenting with ‘accelerators’ & ‘distractors’
  4. Overcoming objections with ‘deminers’ & ‘bridges’
  5. A wide range of effective closing techniques

Impactful conversations that convert to customers

Sales is a profession that can be learned. In order to achieve short-term results you will need a number of practical footholds and structures.
Blinc Sales Institute developed an interactive training course that gives starting salespeople a firm foothold.

This training course focuses on the five phases of the sales process and provides participants the necessary insight, practical examples and opportunities to practice the skills they are learning.

Program

  1. How can I be commercially alert in my job
  2. Positioning yourself
  3. The five phases of a sales pitch
  4. Exercises and role-playing games

You want to grow as a salesperson, because you know that you have untapped potential in this field. You have experience, but have noticed that not every sales pitch is equally effective. Blinc Sales Institute developed a method that can be used to quickly and easily make an assessment of your customer. We can show you how to persuade your customer more quickly.

In this training course, we will strengthen the sales skills you have already built up. We will explore customer typology, teach you to screen and give you highly practical tips to be a better salesman or woman. The course offers a well-balanced mix of practical footholds, exercises and role-playing games.

Program

  1. Who am I as a salesperson, and what are my typifying characteristics?
  2. Customer typology
  3. 10-second scan
  4. Achieving successful results with different types of customers
  5. Customized sales tools

Every sales professional knows that identifying your customer’s needs is an indispensable first step. Nevertheless, there are many salespeople who are unable to see the customer’s real need. They immerse prospects with irrelevant information, drastically reducing any chance of a sale.

Blinc Sales Institute developed an interactive training course that allows every sales representative to put a finger on his or her customer’s needs in a clearly structured manner. In this workshop, you will learn how to systematically quiz your customer to obtain a wealth of information. Your listening skills will be honed in a strategic manner.

The focus is on conducting a conversation in a strategic manner, but in such a way that you come across completely naturally. This way you, as a salesperson, will obtain essential touchpoints that you can use in a following phase to effortlessly convince your customer of your added value. The workshop will provide ample opportunity to put theory into practice and for personalized feedback.

Program

  1. Identifying the UBRs of my product or service (Unique Buying Reasons)
  2. Focusing on my products or service’s USPs (Unique Selling Points)
  3. Making use of the 3 phases of strategic demands analysis
  4. Compiling your personalized questionnaire
  5. Practising, practising and practising some more to obtain personalized feedback
  6. Personal action plan

You derive a great deal of satisfaction from negotiating complex cases, but you have the idea that you could do even better.
Blinc Sales Institute developed a method that unites the two most important negotiation strategies: negotiations based on price, and negotiations based on interest. You will gain insight into the most important facets of the negotiation process. You will learn to stretch your negotiation bandwidth to far beyond the boundaries of price negotiation.

You will gain specific techniques thanks to which you can enrich your personal negotiation style and will come to understand that negotiation does not need to be an or-or process, but an and-and process. At the end of the workshop you will know which approach works best in which negotiation situation. You will develop a healthy dose of assertiveness in price negotiations and will know precisely when to change tack in terms of strategy.

Program

  1. How do you build up your sales pitch towards a successful negotiation?
  2. Insight into your preferential negotiation style
  3. Practical examples of negotiation
  4. A wide range of negotiation techniques
  5. Strategies for dealing with objections with regard to prices
  6. Intensive training on your own cases in subgroups
  7. Drawing up your personalized negotiation plan

Selling is communicating. Choosing your words carefully is an absolute must to maximize the chances of success during a sales interview. By the way: did you know that non-verbal communication is responsible for 55% of the content of your message? Are you aware of how your subconscious is impacting the message you are trying to get across? Or of the message the person you are speaking to is subconsciously transmitting?

Blinc Sales Institute developed a training course that teaches you to make targeted use of these subconscious processes. You will learn to make conscious use of your own body language to convince others more efficiently and effectively. You will learn to read the body language of the person you are communicating with, and to interpret this. You will develop a sixth sense that will effortlessly pick up on any incongruence between the spoken word and body language.

This training course will not only provide many interesting insights; it will also help you save time. The methods you will learn will notably shorten your sales pitches, while producing better results.

Program

  1. Analysis of your own body language
  2. Interpretation of other people’s body language (macro expressions)
  3. Triggering and recognizing micro-expression

You want to attain your targets and build up a good customer relationship at the same time. Hard selling is no option, but neither is being too soft. A crucial yet often underdeveloped aspect of salesmanship is guiding your customer towards making his or her sales decision in a targeted manner.

Blinc Sales Institute developed an interactive training programme that will help every salesperson to close deals more effectively. You will learn how to help your customer get over his or her purchasing stress. In this workshop, we will be experimenting with a wide range of closing techniques (hard, soft, direct, indirect, strategic, charming, etc.) that will enable every participant to effectively close deals in his or her own unique way. Because it is never too early to close!

The workshop will feature an interactive presentation, active cases and simulations to help you discover the best way to close deals. You will learn how to structure sales pitches based on an intention to achieve concrete sales. You will learn how to deal with objections. You will learn solid closing techniques that will enable you to close deals on a positive and dominant note.

Program

  1. Working towards closing the deal in a well-considered manner
  2. Creating momentum
  3. Targeted use of the test closing method
  4. Recognizing verbal and non-verbal purchasing interest
  5. Transforming a ‘no’ into a ‘yes’
  6. Dealing with postponement behaviour

Do you enter into contact with your company’s customers on a daily basis? Do you derive enjoyment from building up a relationship of trust with these customers, and by giving them the best support you can? If so, the time has come to make use of these valuable customer contacts in the interest of your organization’s commercial goals. Because, even if you are not a sales-driven type of person, you can still provide a crucial contribution in an natural and pleasant manner.

Blinc Sales Institute developed a workshop in which the point of departure is the relationship of trust that is naturally created by non-commercial staff with their customers. You will learn how to strengthen this bond in a spontaneous manner, i.e. by gradually gaining insight into the extra services your organization can offer to be of even better service to your customers. Without placing the least strain on your relationship, you will learn to build bridges that will create added value for both parties.

The skills you have learned will be put into practice immediately during simulation interviews and fun games. You will learn to deal with your customers’ reflex objections from a win-win perspective.

Program

  1. Gaining insight into your day-to-day customer contacts
  2. Creating commercial bridges
  3. Dealing with your customers’ reflex objections
  4. Practising your new skills and in a playful and low-threshold manner

A large portion of your day-to-day communication with your customers takes place via email. The approach to clearly and politely communicate with your customers via this channel is fundamentally different from a telephone conversation. It is, for example, impossible to sense the mood of the person who you are communicating with. Additionally, the recipient of an email will not be able to understand the subtleties that you could otherwise convey with your voice. Being able to put the right tone of voice in your message is therefore twice as difficult.

Blinc Sales Institute developed a workshop that will teach you to communicate constructively and assertively when prospecting, negotiating prices or dealing with complaints by email. This workshop will be based on the concrete cases that you bring along. You will learn the difficulty of transforming emails into commercial opportunities. You will be given practical, theoretic footholds that will help you set your boundaries politely. We will be refining your linguistic awareness and teach you which words will produce the best results in which context.

The skills you have learned during this one-day course will also be implemented. Our experienced sales coaches will help you with working out your own cases.

Program

  1. Discussing and analysing difficult emails: every participant is asked to contribute two to three concrete cases
  2. Learning to use a number of practical, theoretic footholds
  3. Personalizing basic templates for prospects, and negotiations and complaints handling
  4. Getting started with your own cases

Hybrid sales: how to sell in this new channel

  • 1 day interactive training

Sales Management

How to guide, challenge and motivate sales teams in a digital context.

  • Webinar
  • 2x 1/2 days of intervision
  • 1 day interactive training

A successful salesperson prospects proactively, comes up with new solutions for his or her customers’ problems and has his or her mailbox and To Do list under control. Is this a far cry from reality for you? If so, you’ve come to the right place!

Blinc Sales Institute developed a workshop that ensures that you, as a sales representative, will always set the right priorities – starting today. You will learn to set priorities and monitor their progress, and to maintain a clearly structured mailbox and To Do list . We will give you simple tools that will save you, as a salesperson, hours of work every week. You will gain insight into a smarter way to assess projects, how to balance account management and prospecting, and how you can maximize motivation and results through a better organization of your tasks.

This training course is the fast track to closing deals in the most efficient and effective manner possible. We will teach you proven methods for guaranteed results.

Program

  1. Implementing a single, centralized time management system
  2. Structural organization of tasks, projects and To Do list items
  3. Proactive planning and scheduling of projects
  4. Setting and monitoring priorities
  5. Getting things done!

As a sales manager, you are in a challenging position. Higher management imposes strategic goals on you, while your team members confront you with operational complaints and challenges. This can have a constricting effect.

Blinc Sales Institute offers customized mentorship for sales managers. A sounding board who thoroughly understands people and business affairs. A seasoned expert who has faced the same problems as you, and whose management style is perfectly in line with your personal style.

This mentorship combines coaching and consultancy, and will provide you with motivating tips and tricks that you can deploy immediately for fast and optimum results. Together with your personal mentor you will work towards achieving concrete solutions that can be realistically implemented. Your mentor is a sounding board who listens to the challenges you are facing and will help you grow in your personal leadership.

Program

  1. Determining your management style
  2. Selecting the right mentor for you
  3. One-on-one mentoring based on real business challenges

As a sales manager, you are in a challenging position. Higher management imposes strategic goals on you, while your team members confront you with operational complaints and challenges. This can have a constricting effect.

Blinc Sales Institute offers customized mentorship for sales managers. A sounding board who thoroughly understands people and business affairs. A seasoned expert who has faced the same problems as you, and whose management style is perfectly in line with your personal style.

This mentorship combines coaching and consultancy, and will provide you with motivating tips and tricks that you can deploy immediately for fast and optimum results. Together with your personal mentor you will work towards achieving concrete solutions that can be realistically implemented. Your mentor is a sounding board who listens to the challenges you are facing and will help you grow in your personal leadership.

Program

  1. Determining your management style
  2. Selecting the right mentor for you
  3. One-on-one mentoring based on real business challenges

Every sales professional is able to sell him or herself. If you are looking for a sales profile to complement your team, it is no unnecessary luxury to opt for objective certainty. Taking into consideration that it is sure to take several months for a sales staff member to bring your organization profitable returns, recruitment is a serious investment indeed. It is therefore best to make the right decision right from the very beginning.

Blinc Sales Institute developed a method for recruitment assessments that guarantees that your candidate will match the job profile, your corporate DNA and will have the competences you need to allow your sales figures to grow. We offer well-substantiated recruitment advice with an optional customized development plan, as well as coaching during the initial recruitment phase.

Program

  1. In-depth interview culminating in a competency profile and a psycho-commercial profile
  2. Practically-oriented pigeon-holing exercise
  3. Realistic simulations by means of role-playing
  4. Strongly substantiated recruitment advice
  5. Customized development plan (optional)

If a member of the sales staff wants to be promoted to a new job, you want to be sure that your colleague has the right potential to fill this position. Additionally, you need to gain a good picture of how you will need to coach this person towards achieving his or her full potential.

Blinc Sales Institute developed an assessment method that objectively assesses the growth capacity of commercial staff members. This way, you can be assured that the person in question has all the skills and competencies he or she needs to make it in his or her new position. In addition to this, we offer a well-substantiated personal step-by-step development plan to achieve the effective potential of the employee in question.

Program

  1. In-depth interview
  2. Practically-oriented pigeon-holing exercise
  3. Realistic simulations and role-playing games
  4. 360° feedback (optional)
  5. Customized development plan

Scan the sales maturity of your organization based on 6 pillars and receive a report with tailored advice.

  • 1/2 day workshop with stakeholders

In this development programme, we combine the fantastic insights of RIO(r) with the powerful techniques of connecting communication.

Today, everyone is talking about the lack of connection in teams. The many homework activities and the constant changes in routines and plans contribute to this on a daily basis. Working on connecting with colleagues requires a communication skillset and personal development.

Do you want :

  • to create more connection within your team and have impactful conversations?
  • want better cooperation with better results, less tension, misunderstandings and conflicts?
  • want to build an understanding and safe working environment where everyone can grow and have fun?

Then this programme is for you!

Program

  • Online RIO(r) Assessment
  • Impact of RIO(r) connecting communication
  • The importance of perception in communication
  • Inside – What is my world view and how does it shape my personal communication style?
  • Outside – How do others see me and how do I relate to them?
  • What are the different communication styles? What are my strengths, weaknesses and blind spots?
  • Discovering personal needs and how to express them in communication and take them into account for others
  • Motivating, giving feedback and negotiating with people who have a different RIO(r) profile
  • Simulations – Experiencing and practising communication styles
  • Follow-up & coaching

Sales coaching

For sales coaches who want their coachees to excel personally and professionally! A certified training program to become a RIO coach.

  • 1,5 day training
  • 2 intervision moments
  • Certification test

A sales coaching programme always yields interesting insights. Our field coaching programme will bring you one step further. The training is provided on an individual basis. Your personalized training course is tailored to your natural sales style and specific needs.

Blinc Sales Institute coaches salesmen and women in their contact with customers and prospects. Our experienced sales coaches will accompany them in the field, observe their approach discreetly and provide them tips that can be used immediately. By making targeted changes to minor points of attention you will notice major improvements, not only in your contact with your customers but also in your overall results!

Your coach will be selected on the basis of your psycho-commercial profile with a view to optimally strengthening your unique competencies. This will allow you to use all the possibilities offered by a sales call in order to turn it into a success story.

Program

  1. 30` preperation / desk coaching
  2. Field visits to your customers’ business premises
  3. Interim feedback and personalized advice (type)
  4. Review and en reporting

E-learnings

In co-creation with KBC, we’ve developed a series of interactive and strong didactic e-learnings. These hold a great importance in acquiring, strengthening and embedding commercial knowledge and skills.

1. RIO® Methodology

2. Coaching

3. Lead Calling

4. Telephony

5. Mail, Chat & Video

6. Closing & After sales

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