Sales Skills Advanced

Sales Skills Advanced

You practise successful techniques and communication methods for sales-oriented dealings with existing and prospective clients as well as for intensifying and strengthening the relationship to your customer in feasible and easy-to-comprehend steps. Covering the range from first contact by phone to the final concluding stage of a personal interview, the significant tools and skills are developed further. With the help of prepared case studies, the target-oriented theoretical content is transmitted and immediately put into practice and practised. With the help of the developed video sequences personal perception of oneself as well as team observation are strengthened. Through this, you reach your individual and professional Sales Profile.

Among the topics are:

  • Enhancing personal performance in conversational situations
  • Creating a constructive atmosphere
  • Professional transitions in conversations
  • Handling critical situations in mandate talks successfully
  • Overcoming objections professionally – Hardseller’s Strategies 1
  • Recognizing motivation, investment strategy and philosophy
  • Closing techniques for practical use
  • Increasing self-confidence when the contract is about to be concluded
  • Examples of wordings for pro-active conclusion
  • Recognizing the customer’s conclusion signals
  • Creating and using X-Selling occasions

Who is the course for?

  • Sales and relationship persons with some years of experience in client sales meetings
  • Seniors to find new motivation and ideas
  • Managing directors and leaders who want to optimize their communication skills.

Learning Path

  • Increasing own-performance
    • Rhetorical use of voice and language
    • Convincing use of body language (gestures, facial expressions, posture)
    • Increase repartee and eloquence
    • Style and etiquette in customer conversations
    • Avoiding the typical rhetoric and presentation errors
  • Professional preparation for (initial) talks
  • Creation of a constructive atmosphere
  • Body language
    • Confidence and body language – How posture influences the effect
    • Facial expressions, gestures and posture
    • perception and use of body language
  • Language styles – rhetoric in presentations
  • Targeted use of different media for visualization (beamer, handout, flip chart, tablets, etc.)
  • Strategies for the successful resolution of critical objections/questions
  • Use and train quick-wittedness

Two-day intensive workshop for 8 – 10 participants from relationship management and portfolio management
  • Use of various presentation media
  • Dealing with nervousness/stress
  • Perception of Emotions – The Micro Expressions Training
  • Storytelling
    • The persuasive dramaturgy/story of a presentation
    • Development of USP and key messages
    • Prepare complex messages in an addressee-oriented manner
    • Introductory questions as a lead
  • Emotional warm-up
  • The “9-Minute-approach” and the  “TOP3 agenda”
  • Openings and moderation behavior
  • Creation of a constructive atmosphere
  • Negotiation strategies for discussion and objection handling
  • Mastering challenging situations
  • Dealing with external consultants
  • The Finale – behavior in the final situation
  • Follow up – Stay in touch

Two-day intensive workshop for 8 – 10 participants from relationship management and portfolio management
  • Planning and organizing the meeting
  • coordinate with each other in the team
  • Clarify mutual expectations
  • Who is my counterpart? Referring to Structogram
  • Showing, causing and recognizing emotions in the PRM
  • Perception of Emotions – The Micro Expressions Training II
  • Recognizing customer signals
  • Perfectly analyzing the body language
  • The convincing dramaturgy of a PRM
  • Openings and moderation behavior
  • Establishing emotional contact
  • Psychological ways of interacting with the panel
  • Mutual support in the RM/PM team
  • Behavior in case of negative/underperformance
  • Implementation of successful discussion and negotiation strategies
  • Post processing, evaluation and follow up

Two-day intensive workshop for 8 – 10 participants from relationship management and portfolio management

Are You Ready To Start?