Programs.
14 programs · 6 domains · 2 languages
Foundations of IPMERC
The six-phase call structure, from Intro to Close, with a worked example per phase.
12 units · 80 min · NL/EN
Probe & Match - mid-call discovery
Open questions that uncover real pain. FABs that connect to it.
9 units · 65 min · NL
Expand - verwachtingen bespreken
Verwachtingen vooraf scherp maken zodat ze later niet uit elkaar lopen.
8 units · 55 min · NL
Rules of Engagement - procesafspraken
Procesafspraken die het verschil maken tussen samenwerking en touwtrekken.
8 units · 50 min · NL
Closing - confirmed next steps
Why most closes fail before the close, and what to do about it.
7 units · 55 min · NL/EN
Objection handling with WRIOC
Welcome · Re-examine · Isolate · Overcome · Close.
10 units · 70 min · NL
Price and salary objections
WRIOC applied to the two objections that come up on every call.
8 units · 50 min · NL
FAB construction
Feature · Advantage · Benefit. In that order. Always.
8 units · 45 min · NL/EN
USPs and one-liners
Memorable lines that compress your USP into one sentence.
6 units · 35 min · NL
Sales mindset
Mindset principles: no jargon, take a position, 30/70 talk ratio, control the agenda.
8 units · 45 min · NL