Sales: What actually works with customers
Selling is becoming more demanding.
What remains is the long-term and stable customer partnership as a central sales success factor.
What is changing is the standardization and automation of purchasing processes: e.g. via purchasing companies or online exchanges. Sales must therefore be thought of more and more strategically. Likewise, the sales pressure b2b and b2c is growing.
The requirements in sales are increasing significantly.
The sales force training aims at „Value Selling“, a sales approach that includes aspects of Neuroselling and Emotional Selling. A competitive advantage in direct selling is created primarily through the exact fit of the customer’s need to the offer. In other words, no „feature selling“ or „hard selling,“ but radical customer orientation. The aim is to communicate customer benefits in an attractive way and thus ensure long-term customer partnerships.
New generations bring new impulses, but also new challenges. The sales seminar is aimed at young professionals who want to approach sales actively and „hungrily“, but at the same time seriously and well-founded. We focus on a combination of personal sales talks with digital approaches (social selling, etc.) along the entire sales cycle for personal sales success: the preparation of the sales dialog (customer segmentation / customer potential analysis, customer qualification, funnel management), intake conflicts, needs analysis, benefit argumentation, product presentation, closing techniques and price negotiations, up to complaint handling and customer recovery. If required, the training concept can also be geared towards new customer acquisition.
Managing key accounts with high value brings with it a wide range of strategic requirements. The training deals with these in an industry-specific manner. Important facets are: The analysis of the buying center, the understanding of the (professional and often partially automated) purchasing processes, the combination of technical and sales-oriented consulting, the multi-layered sales cycles, robust negotiation skills as well as the internal cooperation with areas such as product management, marketing, legal department or production. The volatile market situation (energy prices, raw material availability, staff shortages, etc.) creates an additional level of complexity. In the training, key account managers are given practical starting points for actively shaping these constellations in a goal-oriented manner.
Whether inbound or outbound, sales chat or telesales, internal sales often have to deal with a high density of sales dialogs. To use them brightly and quickly is the subject of sales training for the inside sales force. Service-oriented language supports sales success just as much as efficient needs analysis and sales-promoting benefit argumentation. Equally important are good self-organization, time and stress management, and clear focus under high stress.
The negotiation training teaches effective negotiation techniques and negotiation strategies in the context of sales requirements. This includes price negotiations, budget negotiations, complaints, but also the preparation of negotiations, the entry into negotiations up to ways out of the negotiation impasse. Thus, the entire negotiation process is covered. Depending on the requirements and constellation, it is important to distinguish between different degrees of rigor (integrative negotiation, confrontational negotiation).
Sales success is essentially team success. This applies on the one hand to the cooperation between field sales and office sales, but also to the cooperation with service departments and technical sales: Willingness to cooperate and team competence are decisive in order to be successful together quickly in changing constellations.
Sales coaching and field coaching target the personal behavior patterns and reflexes that result from one’s own sales personality, sales mindset and sales skills. The goal is to use difficult sales situations and challenges individually as learning opportunities for one’s own development. These include the entry conflict in acquisition, complaints and reclamations, price negotiations as well as closing strength. Sales charisma and one’s own success effectiveness are significantly strengthened through one-on-one coaching.
The manifold requirements in sales often lead to defocusing and ineffective action. Existing levers for success are not used consistently, the „horsepower does not hit the road“. The Sales Performance Program makes the sales activities required for sales results measurable and transparent. In this way, sales performance can be individually controlled. The focus is on focus, concrete action and sporting competition – for more sales and profit.
Sales leaders are often under pressure. In these situations, it is particularly challenging to support the development of existing potential among employees. The subject of this leadership training is specific leadership techniques for sales: from finding (recruiting) to retaining (rentention / employee retention) and further development to managing in day-to-day operations.