Seminar Sales Talk

Preparation of the sales meeting

• Researching customer information
• Anticipating expectations through target group analysis
• Preparing with the help of mental training
• Formulating a successful discussion strategy

Phases of a sales talk

• First impression and small talk
• Determining the need
• Presenting the solution and formulating benefits
• Addressing concerns
• Closing and commitment

Managing emotions, building rapport

• Relationship management in the sales process
• Analysing and understanding buyer types
• Winning and inspiring different people

Needs analysis and benefits for the customer

• Effective questioning techniques in sales
• Listening techniques: Mastering active listening
• Recognising and taking into account buying motives
• Working out and demonstrating the benefits for the customer

Persuasion and argumentation strategies

• Methods for controlling the sales talk
• Dealing skilfully with objections and pretexts
• Dealing confidently with difficult interlocutors
• Effective price quotation and argumentation, as well as closing techniques

Communication and sales psychology

• How do I gain trust?
• My effect on others as a salesperson
• Using voice, eye contact and facial expressions
• Understanding body language signals

In the Sales Talks seminar, you will have the opportunity to supplement your previous sales experience with tried and tested sales psychology strategies for even more effective sales talks. In this salesperson training you will learn to

• prepare strategically for a sales talk and adapt individually to your customers
• Establish a trusting relationship by telephone, video conference and face-to-face meetings and identify customer needs more successfully.
• Guide your customers in a structured way through the different phases of your sales strategy and always keep their benefits in mind.
• master techniques for steering conversations, argumentation models, objections and pretexts as well as sales rhetoric that are appropriate for the type of buyer you are dealing with
• build long-term and mutually beneficial relationships with your customers

In the Sales Talks seminar, we provide you with methodological knowledge and procedures for sales presentations with input from the trainer as well as individual and group work with a high practical component. These are then consolidated in role plays, short presentations and exercises and evaluated by means of video feedback. The discussion of best practice and case examples serves as an exchange of experience in the context of group discussions. Finally, you will receive materials to consolidate the seminar content during and after the Sales Conversations seminar. The participation fee can be found in the table below.

The training is aimed at specialists and managers who regularly hold discussions with customers and want to use this customer contact specifically for the sale of products and services. It is aimed at participants who already have sales experience and want to conduct their sales talks in an even more results-oriented and profitable way.

You would like to hold the seminar Sales Talks in your company as an in-house training? That is of course possible! We will be happy to prepare an individual offer that meets your content priorities, your specified time frame and other wishes. Please send your in-house enquiry to: kontakt@drgkitzmann-akademie.de

The Dr. G. Kitzmann Academy recommends that participants understand this seminar as a workshop and bring very concrete, case-related examples with them. The more real the discussion situations are, the greater the benefit of this event will be for the seminar participants. In this respect, sales talks from personal everyday life can be presented in the run-up to the seminar as well as during the seminar in order to simulate them afterwards by role-play training. Participants are given the opportunity to try out and practise the conversation and closing techniques presented in the seminar. Only in this way will they be able to identify the negotiation strategy that will actually help them in their daily work.

After attending this course, you will be able to develop your own sales strategy for acquisition and sales talks that suit the respective customer type and occasion. You will take into account the personality traits of your customers and adapt your sales style according to the situation. You will quickly grasp the true motives and needs of your counterpart and orient your argumentation and rhetoric in a benefit-oriented way. By reflecting on your appearance and your work as a salesperson, you will be able to win people over, develop long-term customer relationships and plan your sales success.

Our trainings are always practical and action-oriented. The following three tips should be taken to heart in your successful sales talks:

1. Talk a maximum of one third of the time. Use questioning strategies if you have a reserved customer. Only if you let your counterpart speak will you be able to gather information, analyse body language and anticipate possible objections by adapting your strategy in the sales talk.
2. A sales talk is usually not decided on the factual level, but on the relationship level. Trust plays a particularly important role here. You can only gain this trust through transparency, openness and authenticity.
3. The first and last impression of your sales talk will be remembered best. It does no harm to prepare the opening and closing of the conversation particularly well. This does not necessarily have to be about the matter at hand, but can also be about the interpersonal aspects.

Are you interested in our seminar on sales talks? Contact us today to receive your individual offer. By the way, we also offer this sales training as an in-house training for your sales force and your key account managers.