Professional Sales II
Key details of this training course
The positive effect of appreciative communication and structured guidance through all the phases of the sales process form the core of this course. Participants learn how to build a “bridge” from the product features to the customer benefits with a targeted needs analysis and a mature argumentation.
Target group
All employees who wish to optimise their customer-oriented benefit argumentation as a link between needs analysis and conclusion of a contract.
Duration
approx. 20 hrs
Course formats
classroom training
blended learning
Contents in detail
- Recognition and appreciation
- Conversation guide MONDIAL
- Positive language patterns and their effect on communication
- Customer-Oriented Benefit Argumentation
- Dialogue techniques for the sales process
Scope of the course
Blended learning
approx. 11 hrs of digital self-learning units
2 x 90 minutes of virtual classroom
1 day of classroom training
2 x 90 minutes of virtual classroom
1 day of classroom training
Classroom training
2 days of classroom training
