Sales

Training Objective

Many people involved in selling and dealing with customers are too exclusively product-oriented. They build their hopes on having a better price or better product, instead of on themselves. The result is fluctuations in mood and achievement which provide no answer to the demands of the actual market place of today and tomorrow.

The GUSTAV KÄSER TRAINING Sales shows the participants the unused strengths which lie dormant within them. It allows them to experience ways to more enjoyment and satisfaction in the job, and thereby to better, more consistent sales success and more active customers.

The objective of the GUSTAV KÄSER TRAINING Sales is to achieve these results with the expenditure by the participants of five days, spread out over four to five months, followed by a refresher of two individual days after 8–12 months.

Training Content

The aspects of selling, advising and servicing customers are covered in the Training. The programme is conducted with variations in emphasis on individual items according to the needs of the various participants, and includes:

• self motivation
• personal preparation for selling and negotiating
• discovering the customer’s needs
• how to be persuasive when communicating in writing, on the telephone, and face to face
• the art of negotiation
• the technique of closing the sale
• the art of handling objections
• the chance to use complaints to build a stronger link with the customer
• the art of presenting to and leading an audience along the path of one’s choice
• the technique of presenting a quotation.

Materials for the participants include texts, memory cards and memory aids. These illustrate with appropriate examples from experience the basic laws which lie behind all human behaviour. They show, in a striking way, the enormous “margin” which lies between what one normally does and what one could actually achieve.

Training Concept

The concept of GUSTAV KÄSER TRAINING is based on the knowledge that the gap between what is recognised as right on the one hand and actual behaviour on the other can only be closed through conscious practical experience over a period of time. To ensure this, the GUSTAV KÄSER TRAINING Sales consists of:

• Individual Preparation — by the participants before the first Training Day as well as between the Training Days.

Passively listening to a lecture makes no-one a better golfer, swimmer or athlete — and certainly not a better manager. A true change in behaviour demands much more personal commitment. Therefore this Training phase offers the participants the opportunity, through printed materials (easily readable texts and preparation papers) to look objectively at themselves and prepare themselves for the following Training Day.

The sacrifice of free time involved is from 1 to 3 hours per week, over a period of 4 weeks.

• Trainer Phase — five individual Training Days with the GUSTAV KÄSER Trainer for Level One, followed by two individual Training Days for Level Two after about 8–12 months. Individual Training Days are separated by 3 to 4 weeks.

On these Training days, the participants are involved in exercises designed to give practice in better conscious management behaviour, and at the same time greater awareness of other people’s reactions.

• Practical Implementation — on each of the Training Days, each participant sets him/herself concrete objectives for daily practice, and reports on his/her achievemets on the next Training Day. In this way, there is an assurance that the path from theory to practice will be followed successfully.

The number of participants is limited to 12. This makes possible a very individual practical Training, which shows visible results.

 

Please contact us for Internal Training or coaching.

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