Selling in Practice

The sales process from contact to closing

Start: On demand

Duration: 2 Days, 16 hours

Format: Virtual event

Language: German / English

Degree: Certificate

Fees: 1,095 Euros (plus VAT)

Currently no dates available.
Currently no dates available.

Content & Subject Area

The sales process in practice: from initial contact to closing

  • Learn different methods for different stages of the sales process

  • Learn the importance of a personal customer relationship

  • Learn questioning techniques for determining needs (GVZ method, BVV method)

  • Learn about different buying motives 

  • Get to know methods for benefit argumentation (feature - advantage - benefit, 5-step method)

  • Getting to know techniques and methods for dealing with objections

  • Get to know closing techniques

  • Focus on action competence via role plays, case studies and practical examples

  • Learn how to create a strategic customer analysis (analysis of customer portfolio, company SWOT analysis, etc.)

  • Learn how to systematically build customers and customer relationships and manage the sales process

  • Exchange ideas, views and experiences with peers and broaden your horizon of experience

Added value

  • Recognise the difference between an excuse and a genuine objection

  • Be able to ask structured questions to parry objections and turn them into agreement

  • Effectively apply successful communication techniques

  • Know how to build a strategic and resilient client relationship

Your Lecturer

Frank Franke

Frank Franke has almost 20 years of experience from three companies, ranging from SMEs to global players. He has held various management roles.He has been working as a trainer, consultant and coach since 2101, focusing on change management, leadership development and sales. He is trained and licensed to use various learning and workshop concepts. It is important to him not only to impart knowledge, but moreover to help clients discover how to put the knowledge into practice.

Any Questions?

We are happy to help!

Colin Rawlins, HSBA
Colin Rawlins
Head of Executive Education
+49 40 822160 961

Tip: This course is available in combination with other sales-related courses.