Business
Skills Module: Achieving Customer Acceptance as an IT-Professional
Examples of Use
Sales acitivities: Acceptance
from decision makers; Implementation phase: acceptancy by users and key-users
Goal
Creating the first contact
with the customer so that the customer builds trust in the expertise offered,
feels drawn to the IT-professional’s personality and desires collaboration
with him.
Contents
The first 30
seconds – how I can make a positive first impression?
Small Talk –
building a personal relationship
Personal
introduction – what does the customer want and need to know about me?
Negotiation as
a “work sample” of my competence
Conveying
confidence – even when I am not certain about individual points
Seeing the
customer as a partner and meeting him self-confidently at eye level.
Results
The participants feel
secure during the first contact and present themselves appealingly.
◄ back
|
|
