Selling

Today, salespeople need to know more than just their product or service. They require extensive knowledge past simple customer and competitor information, or being able to conduct a sales conversation. Above all, salespersons must approach their key customers strategically and be able to build a relationship with them. This e⁠-⁠training course covers why a strategic approach is more important today than ever. You will learn what strategic sales is all about. Additionally, you will discover which situations and which customers strategic sales skills make sense for, and finally what mindset and skills are required for this.

Both talent and the right gut feeling are integral in operational sales. On a strategic level, however, it still requires a targeted approach with a system. During this e⁠-⁠learning course, you will learn what key account management is and which steps it involves. You will learn how to identify your key customers and which methods you can use to find out what makes them and their stakeholders tick. The e⁠-⁠training course also discusses answers to the following questions: What options are there for working with my key accounts? And which strategy is the right one? In this way, you will learn how to optimally develop your most valuable customers and achieve more revenue and profit in a partnership that suits both your company and the customer.

Customer care plays a major role in strategic sales. Customers who do not feel like they are being looked after are very likely to turn to the competition or not make (further) purchases from your company. But what exactly is good customer care? Why does it make sense to understand the motives of customers and to consider them during customer care? Why does individual marketing make sense and what individual marketing measures are there? How can you implement them effectively? How can you successfully leverage cross-selling to build relationships? These issues will be addressed in detail during this e⁠-⁠training course.

Phone calls are old fashioned you say? On the contrary! Phone calls still play a central role in communicating with customers in sales and customer service. But what is the right way to address clients on the phone? And how do you professionally conduct a telephone conversation? It takes practice. This course covers how to use your voice skillfully, prepare for customer phone calls, and how to navigate through phone conversations in a structured way. You will also learn how to respond effectively to complaints along with tricks that will give your phone communication skills a competitive edge. This is how you build a good rapport with those on the other end of the line.

A needs analysis forms the basis for every sales conversation. In order to determine the demand, having knowledge of proven questioning techniques is important. Focusing on the easy-to-learn and highly-effective PPF Method, asking the right questions is exactly where this online training comes in. After asking questions about the present, the salesperson asks the customer questions about the past, and then uses future questions to further specify the need.

The value does not depend on the product, but on the user. Because knowledge of the buying motive is fundamental to the value argumentation, this e⁠-⁠learning presents the four most important buying intentions - safety, recognition, profit and convenience - their recognition, and appropriate response. Building on this, participants learn the five-step technique of value argumentation. Realistic examples show what an individual value argumentation can look like.

Efficiency brings the highest possible return with relatively low investment. This is very important for customer acquisition as it is crucial to find exactly the right customers amongst thousands of potentials and to make the best possible initial contact. Research tools help users assess customer potential and then target those customers. This course also covers preparing the perfect Elevator Pitch.

Many salespeople are excellent advisors, but often find it difficult to close the deal. This training enables sales staff to expand their skills by developing their closing technique. Using realistic scenes, you can observe how the purchase can be systematically completed. You will also learn how to terminate the sales process when it becomes clear that the customer does not want to buy.

"No!" does not always mean no. Objections do not mean disinterest on the part of the customer, but quite the opposite, potential attention. In order to be able to recognize, decode and, in the best case, crack objections from the other party, this course presents the ten most frequent objections and how to react to them. For example, the Acknowledgement Method, which consists of four stages - the acknowledgement phase, question phase, argumentation phase, and activation phase - has proven particularly effective here.

When building relationships in sales, it's not so much numbers, data and facts that count, but rather personality and likeability. One of the most important methods to achieve this is small talk. In this course, users will learn how to use small talk to build relationships. Additionally, this course discusses how you can use body language to respond to body language signals coming from the other person.

In order not to lose your customers to the competition when you adjust your prices, you have to make sure that they understand your reasons for the price adjustment and continue to trust you. Here's how you can do that.

To be able to offer complete solutions, you need to know everything when assessing a customer's needs. Here you will discover effective ways to obtain the desired information from your customer.

Comprehensive solutions are a win-win situation for you and your customers. This micro gives you useful tips on how to advise your customers in a solution-oriented manner.

This micro is about entering the sales conversation with confidence and elegance.

How to navigate networking opportunities at an event

If you cold-call, you'll also face rejection. This course will show you how to deal with rejection effectively and empathetically so that you can succeed.

To advise your customers according to their needs, it helps to ask open questions and learn more about them.

The whole point of building a relationship is to make your relationship stand out from the competition. Just like in the past when you enjoyed sport events together. But how do you do that, with today's compliance rules?

Cross-selling is a great way to increase sales and make your business more successful. By boosting your employees' self-confidence, you can motivate them to cross-sell.

This micro is about being able to recognize when it's the right time for the customer to make a purchase decision and how to communicate that to them. After all, information about the decision is an important basis for possible further negotiations.

Who makes the decisions for your customers? Difficult to find out because people rarely talk about it directly. But with clever communication it can be found out!

This micro demonstrates how to overcome the "product is too expensive" objection by taking your customers seriously and engaging them emotionally.

The best way to convince customers is to determine personal benefits and later reassure that these benefits are really valuable. Practical examples further illustrate this.

In four steps, this micro will show you how to respond constructively to excessive discounting demands from clients. With these simple steps, both negotiators save face and achieve their goals.

To ensure that your customers do not regret their purchase or exercise their right of withdrawal after a successful sale, you must also be there for them after the sales meeting. Here you can learn how to proactively and individually encourage them in their purchase decision.

Good relationships with your customers are the key to your success. Here's what to look for when meeting with them to build and grow the relationship

Good networking opportunities are sometimes missed or overlooked when acquiring new customers! Yet they are a prerequisite for effective, profitable business.

The three basic rules in customer service are: spark emotions, communicate regularly and surprise customers with personalized attention.

In this micro, it's all about coming across as personable and authentic to customers. Personability is based on appreciation and is a major competitive advantage in consulting and sales.

With the 5⁠-⁠step technique, you can specifically address the needs of your customers and inspire them with your product.