Sales Follow-up
Mastering Complexity

Objective

Continuous and consistent individual improvement in

• selling competence
• social competence
• methodical competence

Target group

This training builds on the gustavkäser Sales basic training. The participants deepen their previous learning to further develop their skills and increase their influence.

Content

Selling competence

• Objective-oriented behavior for different phases during the sales process
• Elaboration of strategies to convince in different sales situations

Social competence

• Analysis of the participants regarding their personal strengths and weaknesses. Feedback on their effect on others (self-perception and perception by others)
• Elaboration of starting points and strategies to recognize the type of customer and to adapt oneself accordingly in an optimum way
• Improving the ability to build and intensify personal relationships
• Learning about one’s own behavioral preferences in an experiential way

Methodical competence

• Methodical proceeding in preparing and conducting a negotiation process
• Developing positive thinking strategies and implementing them when dealing with customers
• Strategic methodologies for complex sales situations
• Aspects of perception and decision making

Didactics

• Practice-oriented intensive training
• Exercises, role plays to cover the above-mentioned content
• Analysis and coaching on current practical situations
• Transfer from theory into practice by setting objectives and participants’ practice reports
• Personal action plan and implementation
• Development of best practice procedures

 

The gustavkäser Learning Journey