Who is the training designed for:

It is designed for the persons who want to improve their own sales skills, who want to communicate more effectively and recognize signals given by the other speaker, and to conduct conversations and recognize additional sales opportunities as well as to solve complaints in a positive and constructive way.

Benefits for participants:

• Improving skills for systematic conduct of conversation
• Recognizing benefits, motives and signals in sales talks as well as the strength and importance of the sales process
• Raising awareness of and improving certain steps of the sales process
• Recognizing and optimizing your own approach and sales skills
• Learning tools and techniques for increasing sales success
• Learning how to react to customers’ demands in order to build trust
• Practicing methods and techniques for recognizing customers’ needs and additional sales opportunities
• Managing complaints in a positive and persuasive way

Benefits for organization:

• Achieving additional sales results and customer loyalty
• Strengthening of the market position

During the training sessions, the following will be worked on systematically:

Importance of the sales process

• making of the contact and the first impression
• effective management of your own communication
• selection of communication style in accordance with
• the customer type

Sales process structure

• buying motives
• recognizing of the needs
• explanation of characteristics and benefits for customers
• sales conversation management
• presentation principles used in sales

Additional sales

• Objection and complaint management
• Communication with difficult people and customers
• Closing the sale and winning the customer’s loyalty