Our seminars can be booked as public seminars as well as in-house seminars.
The number of participants should not exceed 12 people.
The duration of the seminars as well as the costs can be found at the end of the seminar description.
Duration and costs for in-house seminars must be individually adjusted.
Customer-specific seminars are prepared by arrangement.

General Skills

Do you want to convince and win over your audience? Do you have to get your way with your suggestions and concerns? In order to achieve your goals, it is not only important to master the presentation media and techniques safely and professionally, but above all to leave a convincing and lasting impression on your listeners. Learn in this practice-oriented training to convince your committees, employees and customers of your concepts, results and products.

Content

Basics for your presentation success
The factors of action of your personal success. – Effective use of the media in a skilful mix.

It’s up to you
They are the fulcrum of a convincing presentation. – Reconcile your concerns and the interests of your audience. – Importance of variety, surprise and conviction. – The right mix of rhetoric and body language for you.

Objective, planning, preparation
What do you want to achieve with which target group? – Appropriate structure and thought guidance. – Definition of the presentation phases. – Concrete technical preparation and implementation.

Secrets of Visualization
How do you get it so that you and your presentation are not forgotten? – Mental visualization: speeches in images and metaphors.

Mental success strategies
Put yourself on the path to success. – Target mental preparation. – The crucial bit of charisma. – Lamp fever and film crack — well?

Duration 1 day
Cost 300.00 € per participant

Would you like to convince others of your concerns with a calm, confident charisma? Then get acquainted with the important basic principles of rhetoric and dialectics! With detailed exercises in training, you can optimize your personal language style sustainably.

Content

The basics of persuasion speech
What makes a speech convincing and successful?
The nonverbal aspects take into account: posture, gestures, facial expressions, eye contact.
The voice as an important instrument.
Language and comprehensibility
convey information sustainably.
Playful extension of one’s own linguistic ability to express one’s ability to express one’s own language.
Setting up and conducting a targeted speech/lecture
Preliminary considerations: audience, time frame, location, destination, etc.
Concrete preparation.
The appearance and the entry.
The implementation.
The conclusion and the sovereign departure.
How to reach your listeners
Material and relationship level in communication.
The wire to the audience: Recognize, address and convince different types of listeners.
Reasoning and conviction.
Structure of an argumentpresentation.
3 x Z: Target clarity, target group orientation, targeted strategy.
Dealing with unfair dialectics and suggestive language patterns.
How to deal with “word battles” during the lecture
Detect hidden messages and signals.
Sovereign answer to questions and heckling.
The art of the right question when presenting.

Duration 2 days
Cost 600.00 € per participant

Scheduling techniques alone are not enough. Workflows, your own work style and personal scheduling can be improved with little effort. Engage with your self-organization, optimize your individual way of working and identify your priorities. This increases your performance, performs tasks more efficiently and effectively, and makes goals easier to achieve.

Content

Your own working style
Analysis of one’s own working style and self-organization.
Identify and exploit optimization opportunities.
Match the work style and tasks.

Setting priorities
Learn different methods of prioritizing.
Possibilities and limits of implementation.
Priorities and delegation.

Planning techniques
Create, improve and use overviews.
Methods of activity and scheduling.
Possibilities and limits of electronic time management tools.

Disruptions and interruptions
Detect, analyze and eliminate time thieves and wasted time.
Minimize interference.

Efficiently manage your own workplace
Review and improve the organisation of the workplace.
The Organize and Work Work work flow diagram.
Eliminate confusion, clutter and piles of paper.
Build routines.
Optimize storage and documentation.
Successful communication

Duration 1 day
Cost 300.00 € per participant

Seminars Executives

With increasing dynamism and complexity in everyday work, employees expect stability, order and leadership from their superiors. This is not about enforcing security and decisiveness with authoritarian action. Consistent leadership means defending one’s own interests with clarity in order to achieve business goals. Develop the necessary sensitivity for effective and serious leadership to ensure commitment and loyalty in your team.

Content

What is a consistent leadership style?
What does consistent leadership mean in my context? -The inner attitude: analysis of one’s own leadership style. –
Act consistently and transparently, act appreciatively. – Congruent and consistent planning, communication and acting.
Self-assertion and determination. – Demand implementation. — Detect and eliminate inconsistencies.

Consistently communicate as a leader
Clear and frank, say what you want. – Expectations clearly communicate, tell what you need. – Stand behind your decisions! – Feedback, tell what you feel.

Consistency in difficult leadership situations
Get your way into critical leadership situations. – Consistently lead difficult employees. – Effectively counter conflicts. – Identify and point out boundaries. – Solution orientation and appreciation as a constructive basic attitude.

Leading by goals
effectively agree on objectives. – Communicate results in a goal-oriented and transparent manner. – Effectively delegate tasks. – Empower employees.

Duration 2 days
Cost 800.00 € per participant

When leading sales teams, the challenge is to bring together, motivate and support different personalities in their own actions. This training helps you clarify your role as a team leader, develop your leadership skills and increase the collaboration, motivation and performance of your team.

Content

Your self-development as a sales executive
Important rules of employee management in sales and sales.
From leader to charismatic leader.
Recognize your own leadership potential, expand it and how you develop your leadership style through self-coaching.

Increase performance in your sales team
Important rules for high-performance sales teams.
Create requirement profiles for team members in sales and sales.
Identify the level of development of your employees and derive individually supportive measures.

Training for top performance and sales coaching
Promote creativity of the sellers in the meeting and network know-how.
integrate lone fighters into the sales team.
Moderate sales meetings in a goal-oriented manner and successfully impart knowledge.

Successful use of modern sales coaching methods.
Conduct employee interviews in sales
Best practice rules and guides for one-on-one interviews.
Just as you motivate “difficult” employees in one-on-one interviews and resolve conflicts.
Professionally prepare and conduct target agreements, criticism, location, praise and annual sales meetings.

Duration 2 days
Cost 900.00 € per participant

Against the background of complex framework conditions and rapidly changing markets in our digital and global world, sales organizations face major challenges. The regular development and updating of a sustainable sales strategy is the key factor for success. Learn how to align your company efficiently and customer-oriented with market-oriented strategies, business know-how and clear management of your sales organization in this seminar.

Content

Strategic sales analysis and strategy formulation
Market and competition analysis.
Market planning and segmentation.
Customer Analysis and Planning, Value Proposition, Customer Journey.
Portfolio planning, positioning, price management.
Sales channel and organization planning, multi-channel sales.

Define, develop and manage sales processes
Relevant sales processes from a strategic point of view.
Basis of the sales process: Understand the customer’s purchasing processes.
Complementary operational sales processes.

Strategic sales management
Set the framework through mission, vision and guidelines.
Strategic and operational sales objectives.
Sales Metrics, KPIs

Building sales teams
Analysis of structures, competencies and potentials in the team.
Sales personnel planning based on target-actual profile comparisons.
Integrate the right sales people into your team.

Motivation and management of sales teams
Monetary and non-monetary motivating factors.
Target agreement, incentives, individual vs. team goals

Duration 2 days
Cost 900.00 € per participant

Seminars Customer Service – Internal Sales Service

Many people find it difficult to deal with complaints, especially in direct customer conversation. Emotionality on both sides makes it difficult to access rational arguments. But it is precisely in the skilful and efficient handling of complaints that enormous opportunities are not for customer loyalty but also for recommendations. This seminar allows you not to see the complaint as a failure, but as an opportunity to better understand the needs of your customers and to make your products and services more responsive to your needs.

Content

How do complaints arise
The iceberg theory – evolution versus reason – information avoids complaint.

The Psychology of Complaint
How do benefits work? – Subjective memory. – Maslow, the pyramid builder. – The human relationship levels. –
Question techniques in complaint management.

The four most important types of complaints
The objective and verifiable complaint. – The interpersonal complaint. – The “unjustified” complaint. –
The purely emotional complaint.

Successful complaint management
What causes the dissatisfaction? – Rules for oral complaints. – Why customers respond in writing.
Rules for written complaints and possible formulations.

Analyzing and resolving complaints
Organisational measures. – Acceptance, editing, reporting. – Optimize internal processes.

Duration 2 days
Cost 600.00 € per participant

In the internal sales department, you are a consultant, service provider and salesperson. They support the field service and contribute significantly to the increase in sales and customer loyalty. In this sales training, you will learn how to control conversations, identify the potentials and decision motives of your customers and how to argue and negotiate convincingly. You will learn how to professionally support your colleagues from the field service and key account management and thus achieve sales goals more effectively together.

Content

Psychological factors in customer contact
Identify customer type. -Build the relationship level in a type-appropriate manner in the telephone conversation. – Reflection of communication and personal impact.

Controlling conversations on the phone in a targeted manner
methods of effective communication. – Raise interest in new products. – New customer acquisition. – Follow up on offers.

Basics of Sales Psychology
Rational and emotional factors in the sales pitch. – Analyze the needs of your customers. – Identify decision-making and buying motives.

Convincingly arguing
customer benefit argument. – Identify and exploit cross-selling and after-selling potentials.

Negotiating successfully
Price-value reasoning. – Recognize buying signals and make purchase decisions. – Challenging situations and complaint interviews. – De-escalating, empathic and solution-oriented communication.

Duration 2 days
Cost 600.00 € per participant

Maintaining and managing existing customer relationships are essential factors for sales success. A lot of money and energy goes into attracting new customers to generate growth. These efforts will be frustrated if existing customers are not simultaneously tied to the company and systematically developed further. Intelligent inventory customer management and maximum customer satisfaction not only save the scarce resource time, they also secure future returns in a targeted manner.

Content

The active role of the customer advisor ( internal service ) in the context of the sales strategy
sales approaches in daily customer discussions. – systematically follow up offers. – Make strong use of complaints. – Use cross- and upselling potentials in a targeted manner. – Support sales campaigns/marketing campaigns. – Consciously generate and use recommendations.

Effective customer analysis
Strategies and valuation models for customer differentiation. – Portfolio analysis: support business development strategies. – Exceed your customers’ expectations.

Instruments of customer loyalty
This ensures regular personal customer contacts. – Telephone “customer visits” as part of the customer’s service. – Recover lost customers: Have comeback conversations with confidence.

Cooperation of External and Internal Service
The interaction in the selling team. – Be responsive to the customer. – Ensure the flow of information.

Duration 2 days
Cost 600.00 € per participant

Sales seminars

In this basic training you will learn how to approach your sales task in a structured and professional manner. You will learn about the essential tasks for the sales process. The focus is on the preparation and execution of the sales pitch, including your sovereign personal appearance. This is how you learn how to achieve sales success and to serve customers optimally.

Content

Structured customer processing
Preparation and follow-up of customer discussions.
Systematic area processing.
Plan customer visits efficiently.
A-B-C customer weighting.
Routing.

Contact customers
Prepare phone calls.
First contact by telephone.
Appointment on the phone.
The first appointment with the customer.

Structured approach in sales pitch
The first impression: their effect on others. Self-image vs foreign image
Start the sales pitch.
Build a relationship.
Analyze customers: What information do you need from the customer? What are the customer’s needs?
Use different types of questions.
Reasoning: Customer-oriented argument.
represent your own achievements.
Completion: Leading customers to the decision.
Checklists to check your own sales behaviour in practice

Duration 2 days
Cost 600.00 € per part

The latest findings from sales psychology show possibilities to optimize one’s own sales behaviour and gain persuasive power. As a salesperson, you learn to leverage customer potential effectively by comprehensively analyzing your customers, transforming services into customer benefits, and arguing with high persuasion. Train practice-relevant situations and let a trainer coach you!

Content

Basics of Sales Psychology
Why customers buy products and services.
identify buying motives.
understand customer paradigms.
Get to the same wavelength with the customer.

Controlling customer relationships
Analysis of relationship quality.
Analyze and optimize your own communication style.
Establish partnership (communication) relationships.
Build trust relationships.
convey appreciation.

Evaluating customer potential
Perform structured needs analysis.
Raising the actual situation.
Active listening.
Use different question techniques.
identify short-, medium- and long-term customer goals.
Paradigm-oriented reasoning and persuasion strategies
Identify and understand customer types.
Goal-benefit feature: develop an argumentation model of argumentation processes.
Create customer-centric product or performance presentations.
Use the presentation media correctly.

Duration 2 days
Cost 600.00 € per participant

Only those who are aware of their values will create values.
Create values with the Wonderful Contradiction:
It’s more fun and more successful, trying to stop trying to get what you want and starting to help others achieve what they want. This seminar penetrates into the depths of the art of selling by focusing not on the seller or the product, but on the customer.

Content

• Who is the customer? ( Identification of the counterpart)
• Whoever asks, leads! ( Question Techniques )
• Active listening (Do I understand what the other person means?)
• Thermostat Effect ( Objective )
• Spiritual arson ( Sell about pleasure and pain )
• 7 persuasive factors ( Convincing witnesses )
• New customer acquisition ( WO, WHO, Which product, When )
• Existing customer support (complaintmgt,up- & cross selling
• Activate slumber ( ABC analysis, need analysis )
• Recover bounced customers
• Negotiating comes from action ( Why should the customer buy )
• Use argument vs price discussion ( 30 good reasons )
• Objection treatment
• Pricing ( Anything that costs nothing is worth nothing )
• Phone sales
• Seller’s minimum wage ( recommendations )
• Detect purchase signals
• Graduation techniques

Duration 3 days
Cost 800.00 € per participant