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

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.

Strategisches Verkaufen – Beziehungs­­gestaltung

Strategic Sales—Building Relationships

Questions set thought processes in motion. Nothing is more convincing than the answers we give ourselves. With the help of this training course, the participants will learn the fundamental difference between open and closed questions, and will acquire the ability to apply questioning techniques correctly.

Fragetechniken gezielt einsetzen

how-to-use-questioning-techniques

communication

Communication

How to Use Questioning Techniques

This e⁠-⁠learning will present the participants with numerous tools for better and more effective argumentation. They will learn about the five-step technique, the ETHOS scheme and the four i⁠-⁠Words technique. An expert gives advice for professional preparation and the use of voice and body language. Using film scenes the e⁠-⁠learning shows how to deal with blackouts, counterarguments, trick questions and verbal attacks in a confident way.

Argumentieren und überzeugen

justification-and-persuasion-techniques

Justification and Persuasion Techniques

The e⁠-⁠learning presents the "eight communication types" according to Friedemann Schulz von Thun. The course is designed to raise the participants' awareness of the fact that people have different communication styles. It also makes them aware of their own preferred communication style. It is not about right or wrong communication styles, but rather about recognizing one's own style and, if necessary, developing it further or opening it up.

Die acht Kommunikationsstile nach Schulz von Thun

the-eight-types-of-communicators

The Eight Types Of Communicators

Using Friedemann Schulz von Thun's "4⁠-⁠ears-model", the participants are made aware of the complex process of communication. They get to know and understand their personal communication behavior better. The participants also get to know "their" preferred ear. They learn to understand which messages they often send unconsciously. The training course encourages the participants to transfer the acquired knowledge into action competence.

Grundlagen der Kommunikation nach Schulz von Thun

How to Use Questioning Techniques

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