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