Sales
Activating Recommendations

Objective

Enjoyment and success in selling

Target group

All sales employees who are actively involved in the selling process
As a basic training for young salespeople and for experienced salespeople to define their current position, as a refresher and for further development

Content

• Importance of attitude to sales and selling function
• Self-motivation and initiative
• Personal preparation for selling and negotiating
• Presenting with confidence / body language
• Negotiation - the ability of convincing others
• Discovering the customer’s needs
• Effective telephone communication
• Dealing with objection, complaints and negativity
• Price negotiation
• Closing the sale
• Building up and fostering a personal relationship with the customer
• Efficient use of time

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