Sales Expert II Continuing Education Program

Module 2: Negotiate with Confidence. Present Yourself Convincingly. Close Deals Successfully

Analyze Your Personal Impact and Develop It in a Targeted Manner

• Application from Module 1: Reflect on your own development and make your progress visible.
• Another performance in front of the video camera, followed by an analysis of personal impact, conversational skills, and persuasiveness.
• Be mindful of the impression you make on others and work to develop it strategically—from a mere conveyor of information to a persuasive conversation partner on equal footing.
• Identify individual development opportunities and devise specific measures to further enhance the impact of customer interactions.

Effective Communication in a Digital Sales Environment

• Understand why personal communication is increasingly becoming a key factor for success in modern sales.
• Make the most of the few opportunities for personal contact with decision makers and buying centers.
• Understand and leverage the opportunities, risks, and limitations of using AI in sales communication.
• Build trust, instill a sense of security, and customers win people over to solutions on an emotional level as well.
• Use professional communication skills effectively in face-to-face conversations, phone calls, and online meetings.

customers and gain an even better understanding of business models

• Integrate the business insights and relevant metrics gained through the use of AI into sales conversations and use them to conduct persuasive discussions with customers.
• Understand the decision-making criteria of the purchasing department and business units and incorporate them into value propositions.
• Use AI insights for market, customer, and competitive information efficiently and strategically during customer meetings.

customers Develop systematically with a focus on potential

• customers Assess based on potential and develop individualized intervention strategies.
• Prioritize and sustainably develop A, B, and C-customers s based on their potential.
• Combine lead generation, social selling, and professional relationship management.
• Use digital tools and AI-powered solutions to streamline sales operations.

Preparing for and Conducting Professional Negotiations

• Understand proven B2B negotiation models and apply them appropriately at the negotiating table.
• Move from product-based arguments to compelling arguments based on benefits and value.
• Handle objections, resistance, and conflicting interests professionally.
• Strategically prepare for negotiations and bring them to a successful conclusion.
• Opportunities, Limitations, and Risks Associated with the Use of AI Tools in Live Negotiations.

Convincingly Presenting Prices, Value, and Solutions

• Position your offerings professionally and focus on value rather than price.
• Highlight the added value and present a compelling case.
• Confidently navigate difficult price discussions and challenging negotiation situations.
• Practice various conversation scenarios using real-world examples and AI-assisted preparation.

In-Depth Practical Application

• Practice real-world negotiation scenarios and client cases.
• Use video analysis to identify specific steps for improving your personal impact and success in conversations.
• Reflect on communication behaviors and improve them in a targeted manner.

E-Library: Artificial Intelligence

You'll receive 5 e-learning courses— Subject area s in artificial intelligence—free of charge for 12 months

• Prompt engineering.
• Optimizing products and processes with AI.
• AI in Various Business Sectors — An Overview.
• Using artificial intelligence in everyday work.
• To me, digital transformation means change.