Selling

Today, salespeople need to know more than just their product or service: they require knowledge beyond just their competitors and customers or to be able to conduct a proper sales conversation. Above all, salespersons must approach their key customers strategically and build a strategic customer relationship with them. This e⁠-⁠training course covers why a strategic approach is more important today than ever. You will learn what strategic sales is all about. In addition, you will discover in which situations and with which customers strategic sales makes sense and finally what mindset and which skills are required for this.

Both talent and the right gut feeling are integral in operational sales. On a strategic level, however, it still requires a targeted approach with a system. During this e⁠-⁠learning course, you will learn what key account management is and which steps it involves. You will learn how to identify your key customers and which methods you can use to find out what makes them and their stakeholders tick. The e⁠-⁠training course also discusses answers to the following questions: What options are there for working with my key accounts? And which strategy is the right one? In this way, you will learn how to optimally develop your most valuable customers and achieve more revenue and profit in a partnership that suits both your company and the customer.

Customer care plays a major role in strategic sales. Customers who do not feel like they are being looked after are very likely to turn to the competition or not make (further) purchases from your company. But what exactly is good customer care? Why does it make sense to understand the motives of customers and to consider them during customer care? Why does individual marketing make sense and what individual marketing measures are there? How can you implement them effectively? How can you successfully leverage cross-selling to build relationships? These issues will be addressed in detail during this e⁠-⁠training course.

Phone calls are old-fashioned you say? On the contrary! Phone calls still play a central role in communicating with customers in sales and customer service. But how do you convincingly address clients on the phone? And how do you professionally conduct a telephone conversation? It takes practice. This e⁠-⁠training course covers how to use your voice skillfully, how to prepare for customer phone calls and how to navigate through phone conversations in a structured manner. You will also learn how to respond effectively to complaints along with tricks that will give your phone communication skills a competitive edge. This is how you build up a good rapport with your conversation partners!

Needs analysis forms the basis for every sales talk. In order to determine the demand, knowledge of the different questioning techniques is important. This is exactly where this online training comes in. The focus is on the PPF method. It is easy to learn and very effective. After asking questions about the present, the salesperson asks the customer questions about the past, and then uses future questions to further specify the need.

The value does not depend on the product, but on the user. Because knowledge of the buying motive is fundamental to the value argumentation, this e⁠-⁠learning presents the four most important buying intentions - safety, recognition, profit and convenience - their recognition and appropriate response. Building on this, the participants learn the five-step technique of value argumentation. Realistic examples show what an individual value argumentation can look like.

Effective and efficient work brings the highest possible return with the relatively low investment. This is very important for customer acquisition. After all, it is important to find out exactly the right ones among the thousands of possible customers and to make the best possible initial contact. Research tools help the participants to assess customer potential and to address them in a targeted manner. There are also effective methods for identifying potential customers. This is precisely where this online training comes in: participants learn how to prepare precisely for future customers using the "elevator pitch" method.

Many salespeople are excellent advisors, but often find it difficult to close the deal. This online training enables sales staff to expand their sales competence with the closing question. By means of realistic game scenes they experience how the purchase can be systematically completed. They also learn how to break off a sales process when the customer definitely does not want to buy.

No!" - does not always mean no. Objections do not mean disinterest on the part of the customer, but quite the opposite, potential attention. In order to be able to recognize, decode and, in the best case, crack objections from the other party, this course presents the ten most frequent objection codes and how to react to them. The acknowledgement method, which consists of four stages - the acknowledgement phase, question phase, argumentation phase, and activation phase - has proven particularly effective here. The participants learn how to use this method safely.

When building relationships in sales, it is not so much numbers, data and facts that count, but rather personality and likeability. One of the most important methods to achieve this is small talk. Participants learn how to use small talk to build relationships effectively. In addition, this course shows how to use body language to respond specifically to body language signals from the other person.