Study program
First run for 25 selected students starting on November 1st, 2020 (7 places left)
Sales Excellence
Sales trainings have a bad reputation. And rightly so, because although the participants learn how to argue and how to refute objections, after the course, they will not yet have won new customers. The problem: In the business-to-business sector, when your potential customers are other companies, selling means "opening doors" and not "talking somebody into something". The most successful salespeople do not look like salespeople, they sell so successfully precisely because they don't actually sell at all. "The less you sell, the more you sell" is the motto.Sales Excellence is about NOT being "salesy". This online study program makes the acquisition of new customers a self-runner. Not only do you develop an extraordinary benefit-oriented positioning of your product or service, you also create a customer acquisition machine, a systematic contact process. In addition, you will define the top contacts, companies and contact persons you would like to acquire as a priority, and in a second phase (contact acquisition) - using your existing network and your new connections from the Swiss Institute of Economic Excellence - you will begin with the acquisition and make initial contacts with potential customers on the spot. Finally, if desired, you can also use social media and networks as multipliers.
For even more input on Sales Excellence, watch this video:
Module 1: THE PRINCIPLES OF SALES EXCELLENCE
- The 5 typical sales mistakes
- "The less you sell, the more you sell"
- First and second-order sales solutions
- You-Communication
- The sales process
- Methodological Instruction to the Sales Excellence Course
Module 2: HOW TO SELL (MUCH) MORE
- Extract the previously unused plus factors of your offer/activity
- Develop your product or services in a way that set you apart from the competition
- Define benefits from the customer's point of view (benefits that are not covered by the competition)
- Word one or more extremely compelling arguments for working with you, finally even leading to the so called Absolute Argument
- Thrive of a "memorable" symbolism for YOU or your product/service
- Develop an inspiring story for your sales process
Module 3: DEFINE YOUR UNIQUE MARKET & AUTOMATE YOUR SALES
- Determine your target and market (in a way nobody else does)
- Find out your market potential
- Determine strategies of how to reach your target
- Name potential "dream customers" (in the BtB environment)
- Develop of an delightful contact process for customer acquisition
- Time your contact process
- Automate" your contact process
Module 4: NETWORKING, CONTACT ACQUISITION
- How to create a first class business network
- How to boost your existing network
- Hot to get an appointment at any company, with any contact person
Module 5: SELL! (EXCELLENT SALES INTERACTION)
- Coach the potential customer to make a purchase
- Be different: noticeable and recommendable
- Basics, structure and process of the inspiring sales conversation
- Adapt the course of the conversation to the customer's reality
- Put a picture in the mind of the potential customer
- The questioning techniques of the real pros
- Objection-free sales (there are no objections with our technique, therefore we do not have to practice objection handling)
- Excursus: price negotiation (although with our method the price will hardly be an issue)
- Practice in groups of two with feedback
- Contact acquisition: How to get an appointment with any decision maker in your country or the world?
HERE you will find information about our course organization.
HERE you can get on our V.I.P. list for free.
HERE you can book your course. A place for the next free starting date will automatically be reserved for you.
If you wish to pass your online exam and be granted your valuable Swiss diploma, ASSESS your eligibility HERE ! Your assessment is free!