Sales Training

Negotiation and Argumentation

• Planning and organization of negotiations in sales
• Process of sales negotiations: Welcoming, contact, information, argumentation, pricing, argumentation, closing
• Argumentation techniques

Understanding and interacting with different stakeholders

• Knowledge of human nature: The key to success in sales
• Dealing with different types of customers
• How to achieve sympathy and trust
• Transfer of positive emotions
• Increase of social competence as basis for successful sale and consulting
• Relevance of mutual respect and attention with regard to the customer
• How to optimize self-presentation
• Emotional intelligence in sales

Exploring new sales opportunities

• Applying concepts of rhetoric and techniques for asking the right questions
• Co-Creation with customers: How to achieve creative solutions?
• Pricing dialogue and ways to overcome price resistance
• Closing techniques: Techniques for successful closing
• NLP in sales (How do top sales men achieve closing?)
• The salesperson as manager of emotions and relationships

After completion, you will have the necessary skills as a seller to drive change and maximize sale success.

• You will gain helpful insights how to successfully plan negotiations in sales
• You will learn how to better understand and interact with stakeholders for long-lasting success
• You will learn how to apply concepts of rhetoric to explore new sales opportunities
• You will master the use of closing techniques to achieve the best results