Contents
Acquire new customers
- Define target customers.
- Prepare phone calls.
- Initial telephone contact.
- Make an appointment on the phone.
- The first appointment with the customer.
Structured approach to sales talks
- The first impression: Your effect on others.
- Entry into the sales conversation.
- Build a relationship.
- Analyze customers: What information do you need from the customer? What needs does the customer have?
- Use different types of questions.
- Argumentation: customer-oriented argumentation.
- Present your own achievements.
- Conclusion: Recognizing buying signals and leading customers to a decision.
Systematic area processing
- Preparation and follow-up of customer meetings.
- Structured customer service.
- Plan customer visits efficiently.
- A-B-C customer weighting.
- Route planning.
Checklists for reviewing your own sales behavior in practice.
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this training course once you have registered.
Your benefit
In this training you will learn,
- the main tasks involved in the sales process,
- how to work your sales territory in a structured way,
- how to make initial contact by telephone,
- how to build profitable customer relationships,
- how to identify and assess customer needs,
- build up your sales argumentation in a customer-oriented way,
- lead the customer to a decision and
- present yourself professionally and behave competently and confidently in sales talks.
You will receive checklists to support you in your day-to-day sales work with customers.
To ensure maximum learning success, we recommend booking "Professional Selling I and II".
Methods
The content is developed using a practical simulation (continuous case study). The findings from the case study are translated into the participants' sales practice through the use of checklists. Participants have the opportunity to experience themselves on video in a sales conversation. To increase learning success, the course alternates between group work, role-playing and individual work, trainer feedback, short presentations and discussion. Trainer input, group exercises, moderated experience reports, field-tested exercises, individual work, practical cases, discussions, live coaching.
Recommended for
newcomers to sales/distribution and practitioners who want to optimize their sales activities. sales persons, newcomers to sales, sales representatives, junior salespersons and (junior) account managers.
Further recommendations for "Selling professionally I"
7557
32160
Start dates and details
Monday, 29.09.2025
09:30 am - 5:30 pm
Tuesday, 30.09.2025
09:00 am - 4:30 pm
Wednesday, 01.10.2025
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 15.10.2025
09:30 am - 5:30 pm
Thursday, 16.10.2025
09:00 am - 4:30 pm
Friday, 17.10.2025
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 17.11.2025
09:30 am - 5:30 pm
Tuesday, 18.11.2025
09:00 am - 4:30 pm
Wednesday, 19.11.2025
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 17.12.2025
09:30 am - 5:30 pm
Thursday, 18.12.2025
09:00 am - 4:30 pm
Friday, 19.12.2025
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 26.01.2026
09:30 am - 5:30 pm
Tuesday, 27.01.2026
09:00 am - 4:30 pm
Wednesday, 28.01.2026
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 18.03.2026
09:30 am - 5:30 pm
Thursday, 19.03.2026
09:00 am - 4:30 pm
Friday, 20.03.2026
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 13.04.2026
09:30 am - 5:30 pm
Tuesday, 14.04.2026
09:00 am - 4:30 pm
Wednesday, 15.04.2026
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 20.05.2026
09:30 am - 5:30 pm
Thursday, 21.05.2026
09:00 am - 4:30 pm
Friday, 22.05.2026
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 24.06.2026
09:30 am - 5:30 pm
Thursday, 25.06.2026
09:00 am - 4:30 pm
Friday, 26.06.2026
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Tuesday, 21.07.2026
09:30 am - 5:30 pm
Wednesday, 22.07.2026
09:00 am - 4:30 pm
Thursday, 23.07.2026
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.

Wednesday, 26.08.2026
09:00 am - 5:30 pm
Thursday, 27.08.2026
09:00 am - 4:30 pm
Friday, 28.08.2026
09:00 am - 4:00 pm
Wednesday, 09.09.2026
09:30 am - 5:30 pm
Thursday, 10.09.2026
09:00 am - 4:30 pm
Friday, 11.09.2026
09:00 am - 4:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.