“The best salespeople know that their expertise can become their enemy in selling.”
Mike Bosworth
Bicknese B.V. International Sales Training Services
Netherlands based Bicknese B.V. is a company of Robert Bicknese and offers a wide variety of sales trainings to individuals (a.k.a. coachtraining) as well as groups (training). Topics include solution sales, consultative selling, commercial presentations, win-win negotiations, dealing with resistance, pro-active relationship management, acquisition and many others. Other services include management training and coaching and, in general, personal coaching services. Meetings preferably take place face-to-face but in some instances Teams can be very supportive and a good replacement.
Target group
For sales, our target group consists of companies with well-educated staff, internationally focused and often with a technical orientation, such as machine-building companies. References are e.g. Meyn Poultry Processing, Stamicarbon, Bunge Loders Croklaan, Avebe.
Approach / working method
Training – group
We strongly believe that a training focused on the demands of the participants rather than a rigid program is a key success factor for a steep learning curve, since this would increase the motivation of the participants. Therefore, our trainings consist of practices and exercises, rather than theory (80/20). The participants are challenged to come up with real life cases and to try out new behavior. Through all kinds of exercises participants will not only deal with relevant subjects but will also be led to identifying their learning goals.
After each session, participants formulate their main learning objectives and a practical challenge for the period before the next session. Often, a 1-hour Teams meeting with each participant is planned in between sessions to support transfer to daily practice. Also, clients often choose coaching for the manager in between sessions to ensure the optimal effective approach to the individual area sales managers.
In some cases we will work with an actor, which is very supportive of the transfer from theory to practice. Often the training consists of short sessions over a longer period of time, so that the participants can try out the learned material in practice and improve significantly over time. Although, for a multinational group of participants this is often adjusted for practical reasons.
Coachtraining – individual
The difference between the collective and the individual approach is that in the individual approach the starting point is the practices and experiences of the area sales manager itself, concrete client conversations and challenges on the short term. After each session, exercises are agreed. The participant can discuss these exercises in between sessions, if needed, and there is always room for sparring. Previous participants have expressed that they experienced the coachtraining and support to be intensive and helpful.
For companies, this service is particularly interesting to get new area sales managers up-to-speed quickly or to support specific learning goals, also after a first training program has been executed.
Target group
For sales, our target group consists of companies with well-educated staff, internationally focused and often with a technical orientation, such as machine-building companies. References are e.g. Meyn Poultry Processing, Stamicarbon, Bunge Loders Croklaan, Avebe.
Approach / working method
Training – group
We strongly believe that a training focused on the demands of the participants rather than a rigid program is a key success factor for a steep learning curve, since this would increase the motivation of the participants. Therefore, our trainings consist of practices and exercises, rather than theory (80/20). The participants are challenged to come up with real life cases and to try out new behavior. Through all kinds of exercises participants will not only deal with relevant subjects but will also be led to identifying their learning goals.
After each session, participants formulate their main learning objectives and a practical challenge for the period before the next session. Often, a 1-hour Teams meeting with each participant is planned in between sessions to support transfer to daily practice. Also, clients often choose coaching for the manager in between sessions to ensure the optimal effective approach to the individual area sales managers.
In some cases we will work with an actor, which is very supportive of the transfer from theory to practice. Often the training consists of short sessions over a longer period of time, so that the participants can try out the learned material in practice and improve significantly over time. Although, for a multinational group of participants this is often adjusted for practical reasons.
Coachtraining – individual
The difference between the collective and the individual approach is that in the individual approach the starting point is the practices and experiences of the area sales manager itself, concrete client conversations and challenges on the short term. After each session, exercises are agreed. The participant can discuss these exercises in between sessions, if needed, and there is always room for sparring. Previous participants have expressed that they experienced the coachtraining and support to be intensive and helpful.
For companies, this service is particularly interesting to get new area sales managers up-to-speed quickly or to support specific learning goals, also after a first training program has been executed.
PersonalColor
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Part of the coach(training) is the use of the PersonalColor questionnaire. This is a personality tool in which not only participants answer the questionnaire themselves, but people around the participant fill it in for the participant too. The result is not only a self-image but also a feedback-image: how do others see you, both in your private life as in your business life? PersonalColor is a great instrument to optimize your own commercial communication – after all, without a proper self-image it is impossible to achieve more effectiveness in communication. Remembering and interpreting the results and the meaning is facilitated through the coding of types of behaviors with colors (red / yellow / green / blue).
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About Robert
Robert is an experienced sales trainer and coach, characterized by a goals- and business-oriented approach. People describe him as involved, a good listener, challenging and reliable. He likes to approach cases in a practical way. His objective is to make people better in their work by focusing on their personal leadership and skills. Robert is experienced in leading teams with a multi-cultural background and sensitive to the demands of different cultures.
Tools and models are used when they support the learning goals. Robert holds an LL.M from Leiden University and an MBA from Rotterdam School of Management. Furthermore, he did a.o. a 3 year coaching program and has certificates for PAPI3, Logiks, MBTI, PersonalColor, SmartFeedback, TA and NLP. He is a registered coach NOBCO.
Bicknese B.V.
Robert Bicknese
+31 622 970 870
robert@bicknese.com
Robert is an experienced sales trainer and coach, characterized by a goals- and business-oriented approach. People describe him as involved, a good listener, challenging and reliable. He likes to approach cases in a practical way. His objective is to make people better in their work by focusing on their personal leadership and skills. Robert is experienced in leading teams with a multi-cultural background and sensitive to the demands of different cultures.
Tools and models are used when they support the learning goals. Robert holds an LL.M from Leiden University and an MBA from Rotterdam School of Management. Furthermore, he did a.o. a 3 year coaching program and has certificates for PAPI3, Logiks, MBTI, PersonalColor, SmartFeedback, TA and NLP. He is a registered coach NOBCO.
Bicknese B.V.
Robert Bicknese
+31 622 970 870
robert@bicknese.com