Training programme

The training programme consists of a theoretical and a practical component.
 

Theory (half-day 1)
 

• Discussing situations and the expectations of participants.
• The Cantab vision: open communication without a script.
• Theory: communication funnel, energy curve, questioning techniques, introduction.
• Project qualification and commercial closure.

 
Practical (half-day 2)
 

• On-the-job training using individual prospects.
• Posture and non-verbal communication.
• Making call-back agreements, preventing refusals.
• Signal/symptom recognition.
• Commercial closure on the basis of project qualification.
• Possibly days 2 and 3: practical training, using what you have learned.