Contents
Strategic selling: Instruments and methods
- Strategic customer qualification, sales opportunities vs. knock-out criteria.
- Assess the chances of profit and the relationship between benefit and expense.
- Recognize latent needs - create acute needs.
- How do you differentiate yourself from the competition if the customer doesn't know what they want or knows exactly what they want?
- Unique selling propositions, customer benefits and competitive differentiation: USP, competitive selling points, benefit matrix.
- Gain and maintain control and an overview of ongoing projects.
Using purchasing networks and processes for your own sales success
- Know and use typical purchasing processes.
- Analysis of the contact persons: their role in the decision-making process, positions, objectives, opportunities to exert influence.
- Political structures and internal network of the customer: Hierarchy, access to decision-making levels.
- Development of a win-win-oriented relationship strategy: building up mentors and V-people, identifying helpers, influencing decision criteria and winning contracts.
Optimize sales processes
- Understanding the customer's purchasing situation.
- Align sales processes with the customer's purchasing situation.
Value selling: the right solution from the customer's perspective
- Sharpening customer understanding, understanding the customer holistically.
- Perceive customer benefits.
- Strengths/weaknesses analysis.
- From product to solution and value-added sales.
- Use resources more efficiently.
- Formulate measurable goals.
- Presenting and implementing solutions to decision makers and buying centers.
Excursus: Strategy and tactics in sales and negotiation talks
- Strategic interview guide for the initial interview.
- Strategy for a negotiation meeting.
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this qualification measure after you have registered.
Your benefit
In this training
- You will learn about the methods and tools, interrelationships and effects of strategic selling,
- you will learn how to use strategic analysis tools in a targeted manner in order to exploit the sustainable growth potential of your customers,
- develop your personal relationship strategy with your customer, learn how to analyze buying centers and processes and how to use them effectively for your sales success.
- you will learn how to present value-added solutions to your customers and increase your chances of closing a sale.
- This training teaches you the strategy and implementation of successful strategic selling.
In this training , you can work on one of your current sales cases under the guidance of the trainer. You will be able to create an action plan and implement it immediately in your sales case.
Methods
Practice-oriented training with exercises/group work, discussion of examples, exchange of experience, trainer input.
Recommended for
(Key) account managers, key account managers, experienced sales persons with several years of sales experience, junior sales/sales executives, regional and area sales managers.
Further recommendations for "Strategic Selling"
Attendees comments
"Very good communication of the content!"

"Experienced, practical speaker!"

"I was impressed by your professionalism and the refreshing examples from your professional experience. I would be happy to recommend you to my colleagues. Thank you for the very entertaining and high-quality training."

"I particularly liked the small group. It was very personal and individually tailored to all participants."

Seminar evaluation for "Strategic selling"







5067
Start dates and details

Monday, 30.06.2025
09:00 am - 5:00 pm
Tuesday, 01.07.2025
09:00 am - 5:00 pm
Monday, 01.09.2025
09:00 am - 5:00 pm
Tuesday, 02.09.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.

Monday, 20.10.2025
09:00 am - 5:00 pm
Tuesday, 21.10.2025
09:00 am - 5:00 pm
Tuesday, 02.12.2025
09:00 am - 5:00 pm
Wednesday, 03.12.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.

Monday, 19.01.2026
09:00 am - 5:00 pm
Tuesday, 20.01.2026
09:00 am - 5:00 pm
Monday, 09.03.2026
09:00 am - 5:00 pm
Tuesday, 10.03.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Monday, 15.06.2026
09:00 am - 5:00 pm
Tuesday, 16.06.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 17.09.2026
09:00 am - 5:00 pm
Friday, 18.09.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.