As a specialist, you have a high level of professional know how. That is what counts - but that alone is not enough! Selling complex products and services also requires key qualifications in presentation and individualised customer consultation. The ability to sell yourself and your company gives you an increasing competitive advantage. Understanding your customer’s needs and motives is essential to developing strong proposals and offers. In addition to teaching you methods in dealing with customer requirements, this seminar will show you how to prepare and organise sales talks, build customer relationships and give you the necessary negotiation and closing instruments. You will also learn how to use your personality for a convincing presentation. 

• Requirements and expectations on engineering and technical salespeople 
• Essentials of sales communication
• Professional sales talks preparation
• Understanding customer motivation
• Customer-specific need assessment
• Customer-oriented presentation of product, service, and self
• The meaning of body language
• Secure presentation an rhetoric as a professional
• Persuasive argumentation based on actual benefit
• Successful closing procedures
• Techniques for dealing with objections
• Preparing and leading price negotiations
• Sales talk follow-up
• Managing customer complaints

Engineers, technicians, specialists, managers with a technical background, technical sales staff

Seminar number: E15

Price: 1.460,00 € plus VAT

Max. Participants: 10

Seminar Hours: 9 a.m. - 5 p.m.

Seminar language: German