Lesson programme
During this two day Commercial Skills training course, strong communication and genuine interest form the basis. You learn how, as an engineer or technical specialist, to recognise buying signals, which questions you need to ask and how to actively create opportunities in a conversation. We cover the full commercial process in a way that fits technical practice. From presenting your own organisation convincingly and identifying client needs, to dealing professionally with objections. You learn not only to recognise the client’s need, but also to translate it into concrete technical solutions or bring it to the right place within your own organisation.
Day 1: Communication and basic commercial skills
Insight into your own communication: gain insight into your own communication style, discover how you deal with different personality types and learn how the commercial process, the sales funnel, works. You practise communicating your message effectively and translating USPs into value for the client.
*All topics are supported by exercises and role plays in a technical context.
Day 2: Identifying needs and overcoming objections
Learn how to use the right questioning techniques to uncover the real need, the question behind the question. You practise effective listening and observation, and receive practical tools to deal constructively with resistance or objections.
*All topics are supported by exercises and role plays in a technical context.
Target audience
Voor wie is de training bedoeld?
Deze training is bedoeld voor technische professionals die regelmatig contact hebben met klanten, opdrachtgevers of interne stakeholders, maar geen formele salesfunctie hebben. In hun gesprekken draait het vaak snel om inhoud, techniek of uitvoering, terwijl juist de vraag achter de vraag bepalend is voor een goed advies. De training sluit goed aan bij engineers, projectleiders, werkvoorbereiders, consultants en servicemonteurs die hun invloed in gesprekken willen vergroten. Zij leren hun technische kennis beter te verbinden aan de behoefte van de klant, scherper door te vragen en gesprekken meer richting te geven.
Daarmee is de training geschikt voor professionals die advies geven, projecten begeleiden of klantvragen vertalen naar technische oplossingen, en hun adviserende en commerciële slagkracht willen versterken.
Training fee and duration
Practical information
De training duurt twee dagen en wordt gegeven in kleine groepen, zodat er voldoende ruimte is voor oefening en persoonlijke feedback.
De kosten bedragen € 1.039,50 per persoon, exclusief btw. Studiemateriaal en een certificaat van deelname zijn inbegrepen.
Start dates
Time
- hrs
Location
Rotterdam
Trainers
Language
Dutch
Time
- hrs
Location
Rotterdam
Trainers
Language
Dutch
Time
- hrs
Location
Rotterdam
Trainers
Language
Dutch
The location
Marlon Pricken | 02-11-2026
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In technical projects, a great deal of attention is paid to content, planning and execution. Yet in practice, projects do not always get stuck because of technical issues. Behaviour often plays a greater role than expected. Differences in pace, communication style and response patterns can cause conversations to become difficult, expectations to remain unspoken and decisions to be delayed or avoided. DISC makes this behaviour visible.
In this training course, we do not approach DISC as a model you need to memorise, but as a practical tool for understanding collaboration more effectively. You work with your own DISC profile and gain insight into how you communicate, respond and make decisions, especially in situations where pressure increases or interests differ. From that insight, you learn to recognise behaviour in others. You learn to pick up signals during conversations and better understand why someone responds in a certain way.
As a result, you will recognise more quickly where communication breaks down and what is needed to steer the conversation back in the right direction.
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Coaching for Technical Professionals
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In technical environments, presentations often contain the right information, but the message does not always land. Complex content needs structure, focus and a clear key message, especially when presenting to clients, suppliers or internal stakeholders. In this training course, you learn how to translate technical information into a clear and convincing story. You work on structure, storytelling, framing and handling critical questions, so your presentation leads to understanding, confidence and action.
The benefits
Why choose Dosign Academy?
Engineers are not fast talking salespeople; they are advisers and problem solvers. That is why you choose a Commercial Skills training course that stays away from traditional, aggressive sales tricks and focuses instead on the sober, advisory role within technical practice.
Personal advice and guidance
We align the theory with your specific role. We look at the way you currently maintain client contact and how you can organise your communication style more effectively, so that it feels natural to you.
Experienced trainers from the field
Our trainers understand the dynamics of the industrial B2B market. They know that selling a complex technical project is different from selling a standard product. They provide tools that connect seamlessly with your technical working environment.
Practical approach
No endless theory, but direct application. All topics in this training course are supported by exercises and role plays, specifically placed in a technical context. This means you practise situations you may encounter directly in your work the next day.
Start your Commercial Skills training course today
The importance of commercial skills in the technical field
Clients often have unspoken needs or problems for which your organisation has the perfect solution. When you, as a technical professional, only carry out the agreed task, you leave opportunities unused. By developing your commercial awareness, you learn to look beyond the initial question. You become an equal conversation partner who proactively thinks along with the client. This not only increases client satisfaction and client loyalty, but also ensures that you, as an engineer, deliver much more impact and added value in your work.
Do you want to get more value from your client conversations and confidently recognise and use opportunities? Enrol in the Commercial Skills training course at Dosign Academy and become the proactive technical adviser every client is looking for.
