Module 1
Communication Skills - Basics
- Success Factors
- Basic Principles
- Body Language plus Voice
- Communication Model
- Responding to Change
Module 2
Communication Skills - Tools
- Positioning Statement
- Question Types
- Questioning Techniques
- Active Listening
Module 3
The 7-Step-Sales-Process, Basics
- Contact
- Atmosphere
- Requirements
- Positioning
- Objections
- Agreement
- Closing
Module 4
The 7-Step-Sales-Process, Advanced
- Definition of Sales
- Requirements for Success
- Professional Preparation
- First Contact & Opening
- Positioning
- Advantages and Benefits
- Dealing with Objections (short)
- Communication of Price
- Closing Techniques, Basics
- 6 Individual Questions per Month (eMail)
Module 5
Dealing with Objections, Extended
- Basics about Dealing with Objections
- Behavioral Model for Objections
- Solutions for Typical Objections
Module 6
Price Negotiation
- Preparation for Price Negotiations
- Guideline for Price Communication
- Dealing with Price Pressure
- Arguments
- Formulation Examples
- Renegotiation
- Golden Nugget Solutions
Module 7
Closing Techniques, Details
- Guidelines for Closing
- Tactical Questions for Closing
- Objections During Closing
- 2 Life Training Sessions per Month @ 30 Minutes each (Zoom-Video)