Professional offer management

The internal organization

• When is it even worth making an offer?
• Offer qualification: Determine chances of success and "alibi questions".
• Organize the resubmission.

Psychology in sales

• Why do customers buy?
• Customer typologies.
• What do customers expect from offers?

How to write irresistible offers

• Basic rules of offer design.
• Convince the customer with sales-active formulations.
• Create images in the prospect's mind.
• Offer letter, order confirmation, follow-up letters.
• Score points with success stories and references.
• Generate ideas & save time: Copywriting with AI

From product benefits to customer benefits

• What do customers want?
• Knowing the customer's value chain.
• General and individual buying motives of customers.
• Benefit argumentation for the buying center.
• Differentiation from other market offerings.

Track offers

• Integrate effective offer tracking into the daily routine.
• Follow up offers without being annoying.
• Respond professionally to typical objections.

Follow up offers by telephone

• This is how professionals start a successful follow-up call.
• Skillfully asked is half the battle.
• Argue from the customer's point of view.
• Break through killer phrases and blockades.
• Dealing with consolers.

Conduct price negotiations - conclude them successfully

• Mental preparation for negotiations.
• Working out interests instead of taking positions.
• See through unfair arguments and counter them.
• Away from discounts - enforce the optimum price.
• Recognize buying signals and conclude negotiations successfully.