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

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

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".

The sales training is aimed at those specialists and managers who are in everyday contact with customers and would like to develop their sales activities and optimise their existing competence. This sales training addresses both newcomers to sales/sales and experienced salespersons without a corresponding training history.

You would like to conduct the sales training 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 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.

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.

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.

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.

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.