Psychology of sales, communication, marketing, key account management (Sales Skills II)

Course objectives

How to do business so that clients directly desire our service or our products? In order to be truly successful sales professional, he needs to have, in addition to good presentation skills, sufficient information about the psychology of human decision-making. At the training, we take a closer look at the customer's needs and look for his motivational factors. We will show you how a salesman can do personal marketing and how it can help him in his daily work. Together we will go through the techniques of managing the customer's CRM system. The last topic will be about what the Key Account Manager should take care of and how you can increase the quality of your work and have a sufficient overview of your activities.

Course content

• Sales Psychology - what's going on in the customer's mind? Work with visualization and examples of how to attract and engage customers, practical examples
• Solution sales - the power of solution sales compared to actual product sales with a focus on providing comprehensive solutions to customer problems
• Communication for advanced traders - identification of customer typology, effective acquisition of necessary information, correct argumentation and work with the customer, AEL technique (assertion, emotions, logic), reading non-verbal communication
• Professional marketing - use of marketing to support sales, preparation and work with promotional materials, customer logic
• Key Account Management - how to maintain a relationship with key customers? Key Account Manager tasks and their effective management, identification of key customers
• Simulation of a meeting with a key customer - types of meetings, meeting preparation, negotiation and relationship building. The answers to your questions we discover
• Customer care - ways of customer care, sale of additional goods and services to acquired customers, long-term customer retention
   

Additional information

* UTC +1 time zone (DE, BE, DK, NL, NO, SE, AT, ES, FR, IT, SI, SK, CZ, PL, HU, ...)