In-house training:
Leading sales talks (2 days)
Seminar objective:
The participants (m/f/d) learn in the training the preparation for sales talks with their typical procedure and practise how to conduct sales talks and how to deal with different dialogue partners with the help of case studies. They reflect on their own behaviour patterns and learn about alternative behaviour options.
Typical topics and questions:
- Phase model sales talks
- Preparation for the sales talk
- Body language, report, small talk
- Customer typologies
- Comprehensible speaking and active listening
- Competitive comparison and industry characteristics
- Benefit argumentation
- Unique selling propositions and USP
- Creating and maintaining interest with the customer
- Convincing use of language
- Information and dialogue: Sales Presentation Methods
- Objection handling
- Traditional negotiation strategy
- Negotiation phases in classical negotiations
- Preparation and opening of negotiations
- Positions and interests
- Subject-related negotiation strategies
- Preparation of negotiations factual
- Price negotiations
- Price and sales growth
- Discounts from a buyer and seller perspective
- Follow-up of sales talks
Training methods:
- Theory input
- Exercises
- Group discussions
- Case studies