The Sales Manager need to take a meta level point of view on market mechanisms, complex sales tasks, modern marketing and management concepts applied within the company.

They have to plot strategies how sales calls and sales negotiations must be conducted, and design marketing concepts that adresses customer’s value perception.

1. Dealing successfully with customers

Personal contact with customers is one of the most important success factor in sales. In this training you will learn practical tips in building relationship and dealing sucessfully with customers. You will practice proven techniques of relationship management and transfer them into your personal tool kit. Your competence as a sales manager will be enlarged and strengthened.

2. Selling with Feature, Function and Benefits

In selling a product or a solution you must be able to deliver its benefits for the customer. But this is not enough. Assessing the personality of the purchase decision maker and deliver him specific and the "decisive" stimuli are the key to sales success. Methodologically the procedure has four steps:

  • Qualify (Is there a bottleneck, and if so, how does it look?)
  • Decision-makers understanding (Who decides, when and what criteria?)
  • Benefits defined (Why should he opt for my solution?)
  • The benefit is convincingly communicated in the sales presentation

3. Sales Communication: Tools of successful sales people

The sales person provides the link between product, company and customer. In B2B markets, where the products often need great deal of explanations, customers expect skilled sales persons in communication. Comparable products will be perceived as commodity unless a good sales person makes the difference in expressing the uniqueness of it. Otherwise products are sold on price. 

4. Solution Selling in B2B Markets

The sale of solutions is the key pillar for the company's success in B2B market. This training provides the basics for a solution selling approch and guidlines for implementing it. One of the key factor of solution selling is the ability to bring customers to ideas and lead them to decisions. Especially in large complex sales when you have to coordinate the involved people for large, long-term projects or transactions you need to lead them to jointly supported decisions. 

5. Objection handling and closing

You have listened carefully to his needs and then presented your solution. However you are confronted with objections raised by the customer. If you take a closer look, objections are sometimes a great help in the argument. You can refer specifically to the customer's problem. Objections are therefore a necessary milestone to be exploited in close a deal.
The different closing techniques have to be trained to enforce your self-confidence and improve your skill level. The more you are familiar with closing techniques, the more orders you will get in. 

6. Neuromarketing in Sales: Emotional Selling

The more positive feelings customers have towards the company, the higher the probability of purchase. Selling emotion means to emotionalise all points of contact between customers and sales person.
Emotions rule our lives, especially in sales. Only when customers are willing to share with us his informations, a perfect deal is attainable. And they take great care whether they trust us, or if they want to work with us. Here you learn how to address his emotions to get the deal.

7. Price negotiations: Tactics for securing and increasing the price

You know that: Many hopeful sales talks fail at the "price cliff". Trained buyers like to put on his "thumbscrews", but for savvy sales person, the selling challenge starts with "No" from his side.
Price increases may be a compelling selling point and are sold well, if the right method, the convincing arguments, the price objection are handled properly and closing techniques are in place.
Successful selling means, selling at higher prices.

In this seminar you will learn how to present your higher price and what you should avoid in price negotiations.

8. Sales Check

  1. Are the sales processes designed efficiently?
  2. Are the needed resources available?
  3. How are new customers acquired and existing customers taken care of ?
  4. What informations / selling arguments are available for the sales people?
  5. How are our products / solutions presented and what quality level of customer care is ensured?
  6. What sales management tools are available and how effective are these?
  7. How will performance comparisons take place? (competition driven?)
  8. How are peak performance achievements communicated?
  9. Which standards are applied in market penetration? 
  10. In which markets, and which customers there is a potential for upselling?
  11. How is the portfolio of customers structured and how it is managed?
  12. What is the span of control in the sales teams?
  13. Is there a sales training in place? based on sales methods or product related?
  14. How positive correlated is the incentive system with the sales growth?
  15. Why are in the,Top Sellers Club'  always the same sales people?