- Modules:
- Successful Price Negotiation
- Benefit Argumentation in a Buying centre situation
- Difficult Negotiations
- Customer-oriented selling
- Success in Selling
- The Benefit to the customer
- Achieving sales objectives
- Professional Acquisition
- How to convince during negotiations
- Successful Telephoning
- How to master difficult Conversations
- Quick-witted Argumentation
- Professional Presentation
- Effective benefit argumentation
- Compelling Offers by an Optimal Demand Analysis
- Professional quotation follow-up
- Achieving excellence in Sales
- Successful Price Negotiation
- Principles of Success
- Winning New Customers
- Selling individual Solutions
- Selling large projects
- Emotional Benefit Argumentation
- Seminar descriptions PDF-Download
Sales Negotiation
Seminar objectives
- The participants will
- Know the benefit arguments
- Be able to appropriate best for the price discussion
- Choose the right time to state the price
- Convince the customer using benefit argumentations
- React in a professional manner to the main arguments (too expensive, the competition is cheaper, calls for discount)
- Analyse the customers after sales needs and organize it systematically
- Be aware of their personal effect in price negotiation and learn to optimize it
Contents
- Attitude towards price negotiation
- Preparation
- Price-benefit-relationship
- Customers value
- Customers arguments
- Customers future needs
- Data registering and structuring
- To meet customers after sales needs
- Finding demands
- Price negotiation
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target Groups
- Sales representatives
- Period
- 2 days
Sales Benefits, Buying Center
Seminar objectives
- The participants will
- Know and identify the different persons of a buying centre
- Recognize the influence of presenting benefits to the consciousness of price/performance for investment goods or high-tech products
- Speak to the different persons of a buying centre corresponding to their motives and to their demand
- Recognize the importance of listening and visualisation
- Improve their rhetoric ability in price negotiations
- Know the basis of effective time management and will use this knowledge for their personal time management
- Optimize their personal operating strategies
Contents
- Buying centre concept
- Identification of the persons of a buying centre
- Decisive behaviour
- Argumentation corresponding to motives and demand
- Promoter- / opponent model
- Rhetoric training
- Visualization, listening
- Basis of time management
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Negotiation
Seminar objectives
- The participants will
- Be able to accelerate and hit the target in their dialog with the costumer
- Learn to deal right with buyer's tricks
- Be able to analyse difficult negotiations and to work out solutions
- Know the effectiveness of emotional influence
- Recognize the effect of personal attitude
- Find the right attitude to a difficult partner in their negotiations
- Know the basis of getting recommendations
Contents
- Changing the subject, cutting the scene of a film
- Negotiations with buyers using tricks
- Analysis of difficult negotiations
- Emotional influence
- Personal attitude to the partner in a negotiation
- Business by recommendations
- Customer analysis – customer requirements
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Behaviour
Seminar objectives
- The participants
- Get to know the different dimensions of behaviour of the DISC®-Typ personal development profile
- Will understand themselves and others better by a new framework for looking at human behaviour
- Get a new focus of self-understanding and improve their relationships to their customers
- Recognize their behavioural patterns and attitudes
- Will improve their customer relationship by selling more individually and customer-oriented
- Will have more efficient dialogs with their customers
- Will get further knowledge how to deal with difficult customers
Contents
- DISC® – Personal Development Profile
- Key Characteristics of the four behavior dimensions
- Strength and weakness of the characters
- DISC®-Type sales strategies
- Suggestions for interaction with the different client's DISC®-Type style
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Behaviour
Seminar objectives
- The participants will
- Deepen their knowledge on different forms of client behaviour
- Define the dos and don'ts during discussions with the different behavioural types
- Work out the strengths and weaknesses of their own sort of person when dealing with time, and possibilities of improvement
- Recognize the influence of their attitude to life on their success
- Be able to react professionally to client's objections
- Be able to improve preparations for client discussions
Contents
- Dos and don'ts for various types of client
- Time management of different types of behavioural patterns
- Optimisation of own time management behaviour
- Positive thinking and self-responsibility as the basis for success
- Professional answers to client's objections
- Preparation for client discussions
- Award of contract discussions
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Demand Analysis
Seminar objectives
- The participants will
- Be able to ascertain the customer's needs by using specific questions
- Recognize the type of customer and his or her motives
- Be able to ascertain the customer's short, middle, and long-term goals
- Be able to awake a need in the customer
- Be able to present an individual offer
- Be able to formulate the benefits to the customer
- Recognize their own strength and weakness and develop a plan how to improve
Contents
- Demand analysis (recognizing, awakening needs)
- Specific, open questions
- Active listening and scrutinizing questions
- Motives and motive structure
- Presentation of an offer
- Effective formulation
- About product benefit and customer benefit
- Discussion about the daily sales routine of the participants
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Objectives
Seminar objectives
- The participants will
- Be able to know and use the fundamental criteria of setting targets and establish priorities to reach sales objectives
- Check their attitude to their customers, the market and their customer relationships
- Accept and use the methods of self-discipline, self-organization and self-motivation
- Be able to plan and to arrange attendance dates more efficiently
- Be able to delegate tasks
- Will be able to say "No" in the right manner
- See positive attitude, courage and consequence as keys to the conversion of setting objectives
- Learn to use motivation and enthusiasm as "flow effect" for their own achievement
Contents
- Goals and criteria of setting selling goals
- Delegation
- MbO
- Attendance planning, route planning
- Model of the world
- Attitude and behaviour
- Motivation
- Enthusiasm
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Acquisition
Seminar objectives
- The participants will
- Learn the argumentation concerning the market situation and learn how to use the arguments opposite competitors
- Learn how to make an individual plan of acquisition
- Prepare in a professional manner for cold contacts
- React successfully to objections by making new contacts by phone
- Present themselves and the company very professionally
- Train to lead the first customer's conversation successfully
- Recognize their personal effect at the phone and in personal first contact and will improve it
Contents
- Ways to success
- Argumentation due to the situation at the market
- Advantages in argumentation in relation to the competition
- Preparing strategy and contents
- Convincing argumentation on the phone
- Dealing with objections within acquisition
- Creation of confidence and positioning
- Presenting the company and the products
- Acquisition telephone calls and personal first contact
- Controlling success
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Convincing
Seminar objectives
- The participants will
- Learn the factors of the power of persuasion
- Be aware of their strength and weakness concerning their power of persuasion
- Get recommendation for improving their personal convincing strategy
- Improve their convincing ability to present and to sell
- Learn the different techniques of argumentation and learn to use them in negotiations
- Train their quick-wittedness
- Know the signals of body language and how to interpret them
- Learn to be aware of positive signals of body language
- Recognize the relationship between attitude and body language
- Learn to improve their body language for better convincing behaviour
Contents
- Convincing appearance (Johari-Window, self image, personal effect to others, recommendation for improvement of the power of persuasion)
- Power of persuasion (rules of thoughts, enthusiasm, to carry others along, to sell with enthusiasm)
- Techniques of argumentation (5 steps of argumentation, paraphrasing, verbalisation, accentuating the positive, disregarding the negative, using your opponents impetus, changing the subject)
- Quick-wittedness
- Body language
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Phone
Seminar objectives
- The participants will
- Fully prepare the discussion, the route plan and the schedule
- Know the different attitudes of customers according to DISG
- Know how to adapt to the various customer attitudes
- Learn to adapt better and quicker to the customer
- Use the ability to quickly assess customer type on the phone to agree more efficient and successful meetings.
- Learn to set up customer meetings on specific days of the week
- Know how you come across on the phone and develop measures to improve this
Contents
- Refresh DISC®-Types
- Personality typing
- Quick-check of the customer for phone communication
- Preparation (phone call to set up meeting, route plan, schedule)
- Setting up meetings on the phone
- Objections on the phone
- Listing benefits on the phone
- Voice and language on the phone
Methods
- Instructive discussion
- Group work
- Key player training
- Emphasis training
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Conflicts
Seminar objectives
- The participants will
- Get to know where stress and conflicts originate
- Learn to listen and act on the meta-level
- Be better capable to deal with difficult customer situations and complaints
- Be better capable to deal with emotionally difficult customers and conflicts
- Learn the basics of NLP in sales
- Realize their own effect in conflict situations and develop strategies to improve them
Contents
- Handling of complaints on the telephone
- Origins of stress and conflicts
- Conflict resolution and de-escalation
- Friendliness and customer behaviour
- 8 steps of how to handle complaints
- The four ears of humans
- Harvard concept for conflict resolution
- NLP – Introduction
- NLP – accessing cues
- NLP – Pacing, Rapport, Leading
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Rhetoric
Seminar objectives
- The participants will
- Know the most important objections of the customers concerning the market situation
- Be able to deal with the objections in a sovereign and winsome manner
- Regard in their argumentation the type of behaviour and the customer's motives
- Improve their quick-wittedness in their argumentation
- Learn to deal with rhetoric tricks of their partners
- Learn the basics of NLP (part 2) used for the selling
- Recognize their own effect of their argumentation and develop methods for improvement
Contents
- Customer's objections and questions
- Technique of argumentation
- how to improve your verbal skills
- quick at repartee
- Rhetoric tricks of partners of conversation
- NLP – Reframing
- NLP – Anchoring
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Presentation
Seminar objectives
- The participants will
- Be able to make presentations professionally of
- the company
- the company's product portfolio
- the company's service
- a system concept To key customers
- Know how they come across during the presentation and develop measures for improvement.
- Be able to make presentations professionally of
Contents
- Presentation technique
- Effective lecturing and presentation (the 3C's, 3A's, 3W's)
- Body language
- Dealing with inhibitions while delivering an address
- The typical audience
- Visual presentation
- Standpoint formula, problem-solution formula
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Benefits
Seminar objectives
- The participants will
- Learn, how people are taking buying decisions
- Know and recognize the decision motives of the customers
- Know the most important and typical cases of argumentation with customers
- Be able to use the benefit argumentation effectively and suitably for motives
- Overcome resistances and will be able to convince the customer
- Learn to interpret and ask about the customer's argumentation in a more sensitive way
- Recognize their own effect in the presentation and develop measures to improve these
Contents
- Buying decisions
- Recognizing and using motives of the customers
- Motive-related objection treatment
- Cases of argumentation (water-cooled, air-cooled, per and contra FU, direct coupled, block variety, splitting concept, SAM, list concept, central DL supply,...)
- Clearing resistances out
- Positive emotions in buying behaviour
- Effective benefit argumentation
- The 2-minute selling
- NLP-Precision-Probing
- NLP- Regulation
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Demand Analysis
Seminar objectives
- The participants will
- Precisely analyse the demand of the customer
- Know how to awake additional demand or how to create new demand
- Be able to find out the motives for decision making and how to recognize the DISC® -Styles
- Investigate the paths of decision and the decision maker
- Know the types of effective questioning and forms of questions
- Be able to enlarge the chances of the offers by cooperating with the service technicians
- Recognize their own impact and develop measures for improvement
Contents
- Demand analysis, demand investigation, how to awake demand
- Technical analysis. Customer expectations, analysis of the environment, future development, decision makers, ways of decision
- Analyzing motives of decision making
- Investigation of the DISC®-Style
- Types of questions
- Forms of questions
- Cooperation with service
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Follow up
Seminar objectives
- The participants will
- Know and avoid the typical mistakes – seen from the client's point of view
- Recognizing the differences between the Top - and Bottom salesmen
- Know and use the right sales strategies
- Be able to classify enquiries
- Be able to follow up quotations systematically and consistently
- Be able to do follow-up discussions and calls
- Know the Transactional Analysis
- Recognize their own impact and develop measures for personal improvement
Contents
- Typical mistakes in sales
- Differences in sales qualities
- Classification of offers
- Follow up quotations
- Follow up discussions
- Handling Objections
- Transactional Analysis
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Motivation
Seminar objectives
- The participants will
- See the connection of thoughts and effect
- Recognize the way to become a Top-seller
- Learn how to get a strong self esteem and see its benefits
- Mobilize their own energies
- Introduce themselves in a professional way (even new big companies )
- Learn to set motivating objectives
- Plan their individual main topics for their education in sales and start to work on it
- Recognize their own impact and develop measures for personal improvement
Contents
- Thoughts and their effect
- To become a Top-seller
- A strong self esteem
- Self management – get energy (Physical Energy, Quality of Energy, Focus the Energy, Relevancy)
- Self introduction - Positioning, Creating Trust
- With all the heart in sales
- Acting always in the best way
- Taking responsibility
- Overcoming fears
- Setting Objectives
- Circle of success
Methods
- Lectures
- Group work
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Price Negotiation
Seminar objectives
- The participants will
- Know the subliminal mechanism of decision making
- Know the psychological background of the price negotiation
- Get aware about the decisive force of their attitude and their identification
- Create an preventive basis for a successful price negotiation
- Know the strategy of price negotiation
- Know the tactics of the buyers and react with the best counter tactic
- Negotiate in subnormal cases sovereign too (e.g. cash before delivery, exchange of the compressor if the customer ordered a wrong machine)
- Recognize their own impact and develop measures for personal improvement
Contents
- Mechanism of decision making
- Belief, Identification
- Dealing with stress and fears of not making it
- Preventive measures
- Negotiation strategy
- Tactics of the buyers and counter tactics
- Cash before delivery
- Exchange of the compressor when the customer made an wrong order
- Price negotiation
Methods
- Lectures
- Group work
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Motivation
Seminar objectives
- The participants
- Should learn the principles of success
- Effect a definition of their position due to the principles of success
- Learn methods to use the principles of success
- Learn to organize themselves and their work
- Improve their time management
- Use tools for time management and self organization more efficient
- Work out strategies to get more time for customer visits
- Learn the principles of ant cyclic acting
Contents
- Principles of success
- Diligence, Objectives, Persistency, Will, Faith, Enthusiasm, Attitude
- As-is analysis
- Route planning, Activity, Efficiency
- Increase of efficiency
- Delegation
- Time Management (day's schedule, schedule, to do lists, objectives, priorities, follow-up, route planning)
- Work organization (Outlook)
- Incoming mail, organizing the clipboard (subject, categories, tracking, efficient trays)
- Faster file searching (advanced search)
- Tasks and priorities
- Using Emails to proceed tasks, appointments, contacts, meeting request, saving attachments
Methods
- Lectures
- Group work
- Single work
- Discussion
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Smaller Units
Seminar objectives
- The participants will
- Be able to win new customers
- Appear convincingly
- Open sales meetings in a professional way (small talk)
- Be able to create emotions and fascination with pictures
- Ask the right question right on time
- Increase their impact when speaking
- Recognize their own impact and develop measures for personal improvement
Contents
- Convincing first impression
- Overcoming fears
- Small-talk (Opening, Rules, Topics...)
- Speaking easy and positive
- Emotions and Fascination
- The right question right on time
- Speaking effective
- Sales discussionn
Methods
- Lectures
- Group work
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Rhetoric
Seminar objectives
- The participants will
- Know and apply the strategic procedure for selling solutions to important accounts
- Know the procurement processes of the companies and take them into account when planning their approach
- Be able to identify the decision processes and decision-makers
- Be able to sell ADA measurement
- Be able to prepare the technical and commercial presentation
- Be able to convincingly communicate the technical presentation
- Be able to convincingly communicate the commercial presentation
- Be able to prevail during the order placement negotiation
- Know how they are perceived and develop measures to improve their impact
Contents
- Preparation (procurement processes in companies, individuals and responsibilities, relationships and dependencies, channels of information)
- Decision processes and decision-makers
- Sales strategies and discussions
- Attending to the entire process (from initial inquiry to order placement)
- Selling ADA (benefits, handling objections, differentiation from the competitor)
- Presenting the technical concept
- Presenting the commercial concept
- Contract placement negotiation
Methods
- Instructive discussion
- Group work
- Role-play – competitive situation
- Feedback
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Large Customers
Seminar objectives
- The participants will
- Identify customers for large projects
- Know and utilize the strategic approach
- Prepare strategically and obtain information
- Contact the customer field- and task-specifically
- Perform a comprehensive and holistic needs assessment
- Win the customer with benefit arguments (few, clearly understood)
- Learn how to identify promoters and objectors
- Create the presentation of the technical concept
- Convincingly present the technical concept
- Attain acting security when selling large projects
- Know how they are perceived during sales talks and develop measures to improve their impact
Contents
- Strategic procedure
- Identifying customers for large projects
- Establishing contact
- Strategic approach
- Buying centre model/interface concept
- Comprehensive needs assessment
- Creating technical presentations
- Presenting technical solutions
- Cooperation between inside and outside sales
Methods
- Instructive discussion
- Group work
- Role-play
- Presentations
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
Sales Emotional Benefits
Seminar objectives
- The participants
- Recognize the dependency between communication and self-esteem
- Improve their ability to listen actively
- Learn about the emotional benefit argumentation
- Are able to formulate the customer benefit and the emotional benefit arguments
- Learn about the strength of hypnotic language patterns, the effect to others and to themselves
- Get to know the positive and negative hypnotic language patterns
- Work on a clearer communication to reach their goals
- Win against the competitors arguments
Contents
- Conscious Communication
- Dependency of communication and self-esteem
- Active listening
- Paraphrasing
- Verbalizing
- Emotional benefits for the customer
- New products
- Meta language Hypnotic communication patterns
- Background
- Effect
- Interview – Against competitors arguments
Methods
- Vocal Training
- Group work
- Key Player Game - Interview
- Key Player Training
Organisation
- Target groups
- Sales representatives
- Period
- 2 days
