Sales Expert Training Program I

Module 1: The Professional Foundation for Sustainable Sales Success

Successful sales start with professional preparation and self-organization.

• Understanding and actively shaping the role of modern sales professionals in today's hybrid sales environment.
• Developing confidence and self-assurance amid the tensions between companies, the market, and customers.
• Professional self-management, prioritization, and planning as the foundation of successful sales work.
• Make strategic use of modern sales tools—from CRM and LinkedIn to AI-powered research and sales call preparation.
• Gaining a Professional Understanding of Markets, Customers, and Purchasing Processes
• Understand internal purchasing processes and structures, and leverage their impact on your own sales work.
• Identify purchasing organizations, buying centers, and decision-making criteria in B2B sales.
• Understand customers' businesses along their value chain and use that understanding to develop compelling value propositions.
• Efficiently conduct market, competitive, and customer analyses using modern research methods and AI-supported tools.

Developing a Personal Sales Toolbox for Successful Customer Engagement.

• Analyze, reflect on, and systematically improve your own sales communications.
• Develop benefit-based arguments and unique selling propositions (USPs) for solutions, products, and services.
• Systematically evaluate customer potential and prioritize it using CRM data and digital AI tools.
• Use professional account planning and structured proposal management as the foundation for sustainable customer growth.

Prepare, conduct, and refine professional sales pitches.

• Effectively establish successful initial contacts through face-to-face conversations, phone, online meetings, and digital channels.
• contacts, Identify and take into account roles and influence structures within the buying center.
• Develop and professionally implement customized conversation strategies.
• Systematically prepare for, conduct, and follow up on sales meetings—with the support of digital tools and AI-powered assistance.

Win over customers and successfully close sales.

• Understand and apply the fundamentals of professional communication and sales psychology.
• Use effective questioning techniques to identify customer needs and position solutions in a targeted manner.
• Present products and services in a compelling way and highlight the benefits for customers.
• Handle objections and challenging conversations with confidence.
• Develop the fundamentals of successful pricing and negotiation discussions.
• Recognize buying signals, capitalize on sales opportunities, and confidently steer conversations toward a successful outcome.

Sustainable application of knowledge and individual professional development.

• Practice real-world sales scenarios and customer cases.
• Use video feedback to specifically improve your personal impact and the quality of your conversations.
• Apply the methods and tools you have developed to your own sales situation.
• Development of a customized transfer plan for sustainable implementation in day-to-day sales operations.

Transfer Impulses: 4 E-Learning Courses

You'll receive two e-learning courses on the " Subject area " of artificial intelligence:

• Prompt engineering.
• Using artificial intelligence in everyday work.

and 2 e-learning Subject area and controlling:  

• Basic Business Administration.
• Fundamentals of Management Accounting.

free of charge for 12 months in each case.