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Content Module

Choose the right module for you

1. Acquiring new customers

  • Creating a customer and market segmentation
  • Understanding of sales mechanics (it`s a numbers game)
  • Creating interesting messages with storytelling
  • Efficient use of digital media
  • Using the right questioning techniques to build trust & recognize needs

2. Telephone training - the hotline to customers

  • Telephone acquisition: personal persuasion and tips & tricks
  • Communication techniques for telephone calls
  • Generating attention (creating a guide)
  • Using exciting conversation starters
  • Targeted up- and cross-selling
  • Creating an individual objection script
  • Live calling with coaching
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3. Social Selling

  • Opportunities and limitations of social media in the B2B sector
  • Using LinkedIn to find new potential customers
  • Visibility with a professional profile
  • Procedure to generate leads
  • Creating interesting messages with storytelling

4. Time management – Hybrid Selling

  • Success factors in virtual sales
  • Recognizing productivity potential with hybrid selling
  • Prioritizing virtual vs. personal customer contacts
  • "Sales playbook" for virtual customer meetings
  • Time-management tools for sales

5. Territory und customer planning

  • Creating a customer and market segmentation
  • Correct prioritization of target customers for planned growth
  • Working with the sales productivity formula for pipeline analysis
  • Methods for researching & preparing new customer potentials
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6. Competitive Selling

  • Apply advanced to-do's in sales to adapt to the new buying behavior
  • Success factors for the salesperson in the competitive selling environment
  • Analysis and the right questioning technique to re-engineer solutions
  • Position USP's with innovative diagnostics
  • Gaining control and cooperation in the buying process

7. Channel Partner Management (sales through distribution partners)

  • How to identify and recruit the right types of partners
  • "Partner Health Check": Tool for analyzing sales partners
  • Best practices in working with partners
  • Preparing and conducting annual and growth meetings (methods & tools)
  • Partner coaching to improve performance

8. Price negotiation & closing techniques

  • Prepare negotiations
  • Analyze alternatives & choose tactics
  • What is our position and how do we justify it?
  • Carry out price adjustments
  • How do prepare for customer objections/resistance?
  • What is non-negotiable?
  • Negotiation method "quid-pro-quo"
  • Recognizing closing signals and closing deals
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9. Inside sales/
customer service

  • Basic knowledge of communication
  • How to create empathy
  • In-depth section "The power of words"
  • Questioning technique for structured needs analysis (OPAL) incl. cross-selling and up-selling
  • Dealing with critical situations & objections
  • In-depth knowledge of customer types

10. Communication & personality

  • The power/use of positive words
  • Use of voice and formulations, as well as the use of tonality (voice modulation)
  • Active vs. passive language (on a verbal and non-verbal basis)
  • Simple communication (short sentences vs. convoluted sentences)
  • Good communication structures and strategies

11. presentation techniques

  • Confident appearance and competent effects
  • Goal-oriented use and competent handling of media
  • Confident handling of questions
  • Active practical training strengthens the competent external impact (body language, voice, wording)
  • Present your company confidently and on point

12. Solution Selling®

  • Generate solutions and demonstrate added value with the Solution Selling-methodology

Do you have any questions about the individual training program for your sales team?

We are happy to advise you!