Contents
Basics of sales psychology
- Determine buying motives.
- Recognize and use deep-seated patterns of action.
- Understanding customer types.
- Get on the same wavelength with the customer (mirroring).
Managing customer relationships
- Recognize and understand customer types. Adapt to different customers.
- Analysis of the relationship quality.
- Analyze and optimize your own communication style.
- Establish partnership (communication) relationships.
- Build relationships of trust.
Evaluate customer potential
- Carry out a structured needs analysis.
- Survey of the current situation.
- Active listening.
- From questioning techniques to questioning strategy.
- Determine short, medium and long-term customer goals.
Customer-oriented argumentation and persuasion strategies
- The multi-communication model - the argumentation for key people in the sales process.
- Feature-advantage-benefit: Developing an argumentation model for your own product portfolio.
- Present products and services in a customer-centric way.
- Dealing confidently with objections and pretexts.
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,
- better adapt to your customers,
- optimize your personal sales style in the video training and build and shape long-term relationships with your customers,
- recognize customer potential through targeted analysis strategies,
- develop solutions together with the customer and
- refine your argumentation strategies and thus become more successful.
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). In order to increase learning success, the course alternates between group work, role-playing and individual work, video analysis, trainer feedback, short presentations and discussion.
Recommended for
sales persons who already have two to three years of sales experience and participants in "Professional Selling I" who have been able to gain practical experience for around eight weeks to two years after the training.
Participation in "Professional Selling I" is desirable, but not a prerequisite.
Further recommendations for "Selling professionally II"
Attendees comments
"The training includes lots of role-playing and independent work on tasks and solutions."
"I found it particularly interesting to put myself in the buyer's shoes and learn how the customer thinks."
"The trainer is absolutely great! I've attended many seminars, but he knows how to make everything clear to me. Super!"
"It's a long way to the perfect salesperson. The practical examples in this seminar support continuous development."
Seminar evaluation for "Selling professionally II"
8276
32130
Start dates and details
Monday, 02.06.2025
09:30 am - 5:30 pm
Tuesday, 03.06.2025
09:00 am - 4:00 pm
Thursday, 24.07.2025
09:30 am - 5:30 pm
Friday, 25.07.2025
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 - 4:00 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, 30.10.2025
09:30 am - 5:30 pm
Friday, 31.10.2025
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, 01.12.2025
09:30 am - 5:30 pm
Tuesday, 02.12.2025
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.
Thursday, 05.02.2026
09:30 am - 5:30 pm
Friday, 06.02.2026
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, 16.03.2026
09:30 am - 5:30 pm
Tuesday, 17.03.2026
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.
Wednesday, 17.06.2026
09:30 am - 5:30 pm
Thursday, 18.06.2026
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.
Monday, 27.07.2026
09:30 am - 5:30 pm
Tuesday, 28.07.2026
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.
Thursday, 24.09.2026
09:30 am - 5:30 pm
Friday, 25.09.2026
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 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.
About us – The Haufe Akademie
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Whether on site, live online or in-house - our customised solutions, our claim to the highest level of consulting expertise and training tailored to your needs simplify the acquisition of skills for the working world of the future and sustainably facilitate professional development.
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Experience the benefits of online training from the comfort of your own home. Our online formats meet the highest quality standards and are in no way inferior to face-to-face events in terms of practical relevance. Learn together live online in interactive groups or digitally at a time of your choice.
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Questions & Answers
In our Questions & Answers (FAQ) section, you will find all the answers and the most frequently asked questions about your selected topic.
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