Although the selling off process and packaging machines is more complex then selling non customized equipment, the selling process itself within this industry is always more or less the same. 

Acquisition, informing, convincing and closing, this process is almost for every project the same. Understanding the customer journey is very important here, so we look at some important elements of this sales process, like the Winning Arguments and Customer Binding. Another important element of the sales process is off course the Negotiation, finalizing phase. Here we discuss important elements like negotiation strategies, styles and techniques, but also how to calculate the lifecycle cost of your equipment, and the impact of 1% discount on your companies EBIT. 

As the selling of Process & packaging machinery has a high export rate, during negotiations you will be confronted with a lot of cultural differences in different countries, a lot of attention will be paid to understanding these cultural differences. 

For this program, thousands of sales processes from the Process & Packaging machinery industry have been analyzed and this research has been used as input for these workshops. Also a lot of attention will be paid to benchmarking. 

Our workshops are fully based upon the daily reality of the process and packaging machinery business. Developed by machine builders, for machine builders. With knowledge you can implement directly into practice. With our workshops and belonging surveys, you will bring your skills, knowledge and experiences up to speed with the latest trends and developments in the industry.