You are introduced to the communication process of a sales conversation by means of a trainer handbook and the course documents.
You reflect on the strengths and limits of salespeople in the sales process.
You learn more about the preferred selling style of salespeople.
You recognize and reflect on the selling style and needs of customers.
By means of self-evaluation, you learn how to successfully conclude deals with difficult customers.
You learn exercises and approaches with which you can train your participants in selling.

• The quadrant model in sales
• Recognizing customer needs
• Dealing with difficult customers
• Behavior-related dos and don’ts
• Using the Customer-Client-Coach Planner to prepare a customer dialogue
• Preparing a behavior style-related initial presentation for a cold acquisition
• Using the Planner for Telephone Conversation to prepare a telephone dialogue strategy
• Reflection on salesperson behavior (optional)

Exercises and case studies proven in practice. The theory and the background to the Models are introduced and deepened by means of lectures. Exercises, role play, feedback by presenter and group, intensive exchange of experiences.

• You learn how to design and support sales processes with the behavioral dimensions.
• Special course participant documents permit a structured approach.
• An experienced sales trainer combines theory and practice.

Certified trainers and consultants for the persolog Personality Factor Model who train salespersons, key accounters, sales managers and field sales staff.

Two days, maximum of 15 participants.