Give your technical expertise commercial value
Between a strong solution and an assignment, there is often one determining factor: the conversation.
About Patrick van Rooij
Sales and communication trainer
For over thirty years, Patrick van Rooij worked in commercial, management, and executive positions within engineering, industry, and high-tech. During that period, he was active in national and international sales processes within technically complex markets. That experience taught him that content alone rarely determines the outcome. It is precisely the choices you make in your interactions with others that determine how successful you are.
Patrick quickly identifies where conversations get stuck: in assumptions, routines, and solutions put on the table too early. That is why he lets participants discover for themselves what works, what causes friction, and what effect their approach has on the other person. Through sharp questions, practical examples, and plenty of interaction, he makes visible what often remains beneath the surface.
His training sessions combine a safe atmosphere with honest reflection. Participants gain insight into their own patterns, see where opportunities are being missed, and develop a better grip on their behavior. According to Patrick, growth begins as soon as people understand why they do what they do.
The best solution rarely wins automatically.
From training to visible development
How do you help technical professionals have stronger commercial conversations?
Patrick works extensively with professionals from the engineering, industrial, and high-tech sectors. In this environment, a conversation often quickly revolves around specifications, solutions, and technology, whereas clients first seek clarity regarding the question behind the question, the impact of a problem, and the considerations involved in a decision.
In his training sessions, participants learn how to translate technical expertise into direction-setting conversations. They practice identifying interests, refining client requests, discussing risks, and building commitment. In doing so, Patrick explores with participants the choices they make during a conversation. Why does a client take action? Where does doubt arise? And what leads to a decision being made?
By opening up these choices and patterns for discussion, participants gain a better grip on complex commercial processes. They learn to steer the course of a conversation and the subsequent decision-making more consciously. Patrick also actively involves managers in the learning process, ensuring that new insights are incorporated into coaching, meetings, and daily practice. In this way, professionals develop the ability to engage in conversation with greater confidence, direction, and effectiveness.
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