Selling professionally II

Basics of sales psychology

• Recognize purchasing motives—and get straight to the point
• Quickly classify customer types—even online with AI
• On the same wavelength: mirroring & rapport in person and remotely
• AI-supported conversation preparation for a better success rate

• Multi-communication model for all key personnel in the sales process

Managing customer relationships

• Different types: recognizing and shaping relationships
• Analyzing relationship qualities in the buying center

• Sharpen your communication style—clear impact, greater confidence
• Argue and persuade in a way that motivates

• Continuity in contact: social selling as a relationship booster

Evaluate customer potential

• Structured needs analysis: ask questions like a pro
• Clearly identify the current situation and opportunities
• From questions to strategy: conducting conversations with a plan
• Discover and leverage short-, medium-, and long-term sales potential

Customer-oriented argumentation and persuasion strategies

• Multi-communication model: the right messages for key people
• Develop a strong argumentation model based on features, advantages, and benefits
• Poignant presentation: benefits that stick – live & digital
• Preventing objections
• AI as a sparring partner for strong wording and follow-ups