This training provides an overview of common agile techniques. It should serve as a basis for the participants to decide whether and how these techniques can be integrated into their personal daily work. The focus is not on explaining the entire agile methodology, but rather on what you can pick out and implement relatively easily—even in non-agile work. The learning focus is on the application of agile techniques and tips for implementing them. The three themes are: collaboration, communication and time management. 

Agile Tool-Box für den Arbeitsalltag

Agile Toolbox for Everyday Work

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.

Strategisches Verkaufen – Grundlagen des strategischen Vertriebs

Strategic Sales—Basics of Strategic Sales

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.

Strategisches Verkaufen – Die strategische Kundenentwicklung

Strategic Sales—Strategic Customer Development

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.

Nutzen argumentieren

demonstrating-value

selling

Selling

Demonstrating Value

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.

Einwände entkräften

handling-objections

Handling objections

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.

Abschlüsse erzielen

closing-the-sale

Closing the sale

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!

Demonstrating Value

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