Sales training for technicians, subject matter experts and engineers

Basics

• Understand the basic tasks of sales persons in order to set priorities.
• Understand and use the typical B2B sales cycle.
• Sales is undergoing a transformation due to overarching megatrends.
• They learn to adapt accordingly.

Market and customer understanding

• Categorize customers in a sales-oriented way.
• How to adapt your own communication to the respective customer.
• How to adopt and recognize the perspective of your customers.

Selection of target customers and acquisition

• Understand the basic types of customers, define sales tactics, win customers.
• How to make sales efficiently and effectively.

Optimal support for existing customers

• Build up customer-relevant knowledge with the help of existing customers.
• This allows you to use your customer base as a partner for future projects.
• Increase customer loyalty to existing customers.

Seller presence

• Successful presentation techniques in B2B sales. Relationship management, building, expanding and maintaining customer relationships.

Preparation for negotiations

• How to successfully prepare and implement negotiations.
• Consider your customers' decision factors.
• Conduct sales talks professionally.

The successful sale

• Recognize buy signals and close sales.
• Successful closing techniques for your sales practice.
• Cross-selling and up-selling strategies.
• Consistent follow-up of the sales talk.