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 qualification measure after 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 you can determine and survey customer needs,
- build up your sales argumentation in a customer-oriented way,
- lead the customer to a decision and
- to present themselves 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"
Attendees comments
"What we learn from the training is applied every day in the company."
"As a trainer, Mr. Angerbauer is in real life! He is fully aware of the sales business - keep up the good work."
"The examples were very practical and I picked up lots of tricks and tips for the future."
"A really successful training all round!"
"The whole training was interesting!"
"Many practical examples, making it very clear and entertaining."
"Experienced speaker who presented the content vividly & up-to-date!"
"Good tips (including psychological ones) for sales that can be implemented in any industry."
"I particularly liked our great trainer!"
"I particularly liked the clarification through role plays."
"I particularly liked the role-playing games and the active participation."
"I particularly liked the structure of the training and the high practical component."
"I can recommend the training due to its structure, process and quality."
"I particularly liked the practical and illustrative examples, the humor of the trainer and the transferability to my industry."
Seminar evaluation for "Selling professionally I"
7557
Start dates and details
Wednesday, 18.06.2025
09:30 am - 5:30 pm
Thursday, 19.06.2025
09:00 am - 4:30 pm
Friday, 20.06.2025
09:00 am - 4:00 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, 07.07.2025
09:00 am - 5:30 pm
Tuesday, 08.07.2025
09:00 am - 4:30 pm
Wednesday, 09.07.2025
09:00 am - 4:00 pm
Monday, 04.08.2025
09:30 am - 5:30 pm
Tuesday, 05.08.2025
09:00 am - 4:30 pm
Wednesday, 06.08.2025
09:00 am - 4:00 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.
Wednesday, 03.09.2025
09:30 am - 5:30 pm
Thursday, 04.09.2025
09:00 am - 4:30 pm
Friday, 05.09.2025
09:00 am - 4:00 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, 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
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.
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
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, 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
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.
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
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, 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
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.
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
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, 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
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.
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
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.
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
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.
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
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.
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
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.
Training is guaranteed to take placeThe next booking ensures this course will take placeThe 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.
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