In this further training you will receive the necessary basics to be successful in sales. Here you will develop your retailer mindset, go through the stages of the sales process in a structured manner and routinely perform essential tasks in sales. You learn how to win over your customers with certain rules of success and manners, how to conduct sales talks, including price negotiations, with confidence, how to support your customers in their decision to buy with benefit arguments and, finally, how to bring them to the conclusion of the sale with special closing techniques. You will manage your customer relationships strategically and profitably in the future and ultimately achieve your sales goals more effectively.
Contents: Sales training
Basic knowledge of selling
Sales success through target and priority management
Going through the phases of the sales process
Personal attitude, impact and first impression in sales
Relationship management and customer retention
Acquiring new customers
Identifying target customers
Setting up appointments by phone, web and on-site
Preparing the first contact
Sequence of a consultation and sales talk
Conducting a successful sales talk
Gathering information and analysing needs
Adapting the sales strategy on the basis of the information obtained
Finding the beginning of a conversation and using questioning techniques
Mastering benefit arguments and dealing with objections
Recognising buying signals and initiating price arguments
Apply closing techniques at the right time
Result-oriented offer management
Follow-up to the customer meeting
Understanding procurement criteria and using the purchasing process
Preparing and following up on offers
Dealing professionally with buyers
Effective customer planning
Plan customer service in a structured way
Carry out customer segmentation and prioritisation
Plan contact points and routes in a time-efficient manner
Your benefit: Sales training
In our sales training, you will receive all the basic tools to fulfil your role as a salesperson even more successfully. You will uncover new customer potentials and needs, conduct sales talks in a better prepared and more structured way and develop customer relationships in the long term.
You will master the sales process: establishing contact, preparing the sale, conducting the conversation, preparing the offer and following up.
You gain information about the needs and requirements of your customers
You communicate in a benefit- and conclusion-oriented way
You master objections, obstacles and price negotiations
You develop and maintain profitable customer relationships
Methodology and didactics: Sales training
In this sales training you will experience a practice-oriented training in an appealing learning environment. Trainer input by a subject matter expert, group and individual work provide the introduction to the training. This is followed by teaching units with role training, which are evaluated by video recording and analysis, self-reflection and feedback in the group. Discussions on the presentation of best-practice case studies enrich the seminar in a practical way. Here you benefit from an exchange of experience with other salespersons. Training materials will help you to refresh what you have learned and to discuss it with colleagues after the training. You can find the seminar fee for the sales seminar under "Seminar dates & locations".
Target group: Sales training
The sales training is aimed at those professionals and managers who are in daily contact with customers and who want to develop their sales activities and optimise existing competence. This sales training addresses both newcomers to sales/sales and experienced salespeople without a corresponding training history.
You would like to hold the sales training in your company as an in-house seminar? 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: firstname.lastname@example.org
The sales seminar of the Dr. G. Kitzmann Academy helps you to gain motivation and create structures for your everyday work as a salesperson. In this seminar, you will learn about the phases of a sales process and the trainer will show you how to recognise sales potential, build and expand relationships with your customers, adapt your sales behaviour accordingly, and conduct and follow up on price discussions. You will develop strategies for establishing initial contact and train techniques for a sales-oriented approach to discussions with simultaneous customer orientation. This takes into account that the salesperson's customer communication can take place in person, via video or as a telephone appointment. In our sales training, we provide you with techniques for finding and presenting arguments, dealing with doubts and resistance and achieving a sales close. In terms of your follow-up, you will learn how to best formulate your offers and ultimately get your products and services sold.
What makes a good sales training?
A profitable sales training is first and foremost characterised by its practical relevance. We guarantee this in the seminars because our sales trainers have been active in sales and distribution for many years and can therefore enrich the event with extensive insights, background information and examples. In addition, in a practice-oriented sales training, participants have the opportunity to conduct their own customer conversations, to analyse them via video analysis and to reflect on them. Open training courses are also characterised by the central advantage that role-playing exercises can be carried out with unfamiliar salespersons. This circumstance, which is not given in in-house coaching, gives the exercises a very real character.
How can I help shape the content of a sales training course?
We attach great importance to your participation in our sales training! The better we are informed about the everyday life of salespeople, their needs and challenges, the more precisely we can tailor our training. The topics of our open seminars in sales training are designed in such a way that there is always room and time for individual input. Before a training session, you are given the opportunity to tell us your topic-related wishes and themes. These are incorporated into the briefing and preparation of our trainers. In addition, you always have the opportunity to mention supplementary topics at the beginning and during the training.
How do I ensure the sustainability of a sales training?
To ensure the sustainability of what is learned in our sales trainings, the Dr. G. Kitzmann Academy offers participants a whole range of successful methods. Firstly, we encourage each salesperson to commit to certain key takeaways from a seminar by writing down 5 learnings to be recalled before each customer situation. This could be, for example, the regular visualisation of the following question: "Which three customer needs have I just perceived in my sales conversation with a customer? Furthermore, it makes sense to involve the respective supervisor of a participant by providing him or her with quiz questions addressed to the seminar participant by the Dr. G. Kitzmann Academy after a sales training. Furthermore, e-learnings and individual coaching sessions are a good way to refresh the training content after approx. 2-4 months.
Is the success of a sales training measurable?
The Dr. G. Kitzmann Academy supports you in measuring the success of the sales training you have booked. A quantitative evaluation is possible, provided that key sales figures are named in advance, which are considered both before and after. Obtain self-assessments from the participating employees and also ask for an analogous assessment from the respective manager. In addition, data can be obtained via customer surveys, mystry shopping, closing of a sale and turnover per salesperson. It is recommended that the data be collected at several points in time, for example after one month and additionally after 6 months. If required, the Dr. G. Kitzmann Academy can support you in customer surveys with its automated survey tools.
The evaluations of our seminars, webinars and workshops are given by the training participants. Following each training event, participants provide written feedback via a digital questionnaire. The customer testimonials mentioned on our website are also taken from these questionnaires.
Calculation of the overall evaluation
The total of eight evaluation criteria, which are collected by means of a questionnaire, result proportionately in the calculated overall evaluation.
I was completely satisfied with the sales training in Hamburg and can rate this event as VERY GOOD.
H.-O. Claussen, Mütron Müller GmbH & Co. KG
In this seminar, the individual needs and questions of the participants were addressed. I liked this practical implementation very much!
R. Naumann, EUROQUARZ GmbH
The professional competence of the seminar trainer was excellent. All my questions were answered to my complete satisfaction.