Confident presentation, communication and sales

The right mindset is the basis for motivation, self-confidence and long-term success. Here we look at old beliefs and discover which mindset is necessary to be able to achieve goals confidently and full of vigor. With the help of targeted exercises, such as power poses, we create a positive feeling and thus master challenges with ease.

Stories activate both sides of the brain and allow us to think both argumentatively and narratively at the same time. A good story makes facts emotionally tangible and gives abstract content an individual, emotional meaning. Therefore, it is one of the most important techniques in sales conversations. In this module, we discover authentic, inspiring stories and guiding principles with which the counterpart identifies and which inspire them to take action.

Every objection can be seen as an opportunity. In this module, we will learn various techniques for responding to objections and counter-arguments, refuting them, and identifying solutions. In addition, we learn how to create the best relationship with your prospect, how to anticipate wishes and objections and how to be able to react optimally to them. With the help of exercises we develop a "objection strategy" for the most common objections in order to easily master them later in practice.

Sales is about creating true added value for the customer. In sales talks, it is important to show genuine interest in the other party and to work out how the product can optimally support the customer. In this way, the cooperation is enriching for both parties and a good long-term relationship is built up. In this module, we will discuss how this can be achieved.

This module is about using rhetoric and voice training to appear, speak and convince with confidence. We learn to use the voice effectively, e.g. to play with modulation, word choice, volume and intonation. In addition, we look at tactics to be able to argue more convincingly and to remain confident and constructive in difficult conversations. We also look at active listening and how to properly respond to the person you are talking to.

In this module we learn how to find the right decision-makers, choose the appropriate sales channels, make a successful first contact, determine the customer's needs and adapt the conversation to the wishes and needs of the counterpart. In the next step, we deal with the right offer preparation, closing techniques and a precise implementation plan as well as strategy for further cooperation.

In this module, we will learn how to use voice in price negotiations to maintain the upper hand and not become defensive and explanatory. Additionally, we learn how to ask the right questions to determine if price is really the central objection or if something else is underlying. We also address the issue of price versus cost.

In an optimal sales conversation, customers' needs and wishes are uncovered with the help of questions. As adults, however, we have often forgotten how to ask questions. Therefore, we jointly develop a question catalog that can be used in every conversation. This makes it easy to understand the other person and to adapt the offer in the best possible way.

Body language is the most important factor in communication. The American scientist Albert Mehrabian developed the 7-38-55 rule, which deals with the impression on the counterpart. Only 7% is determined by the content, 38% relates to the tonality of the voice and 55% to visual impressions, i.e. posture, facial expressions and gestures as well as clothing. With the right body language, we can reinforce and better convey our verbal messages. In addition, we learn in this module to actively pay attention to the body language of others and to interpret it correctly.

In today's fast-paced world, it is difficult to capture the attention of the counterpart. Therefore, it is important for the first contact to provide a strong value proposition with concrete results for the customer. Together we develop this and address the right content for the different sales channels: phone, email, LinkedIn and the face-to-face conversation.

A lack of quick wit often leads to dissatisfaction in communication. In sales discussions, it is also important to be able to react quickly and remain agile. In this module, we focus on training personal quick wit and support this with exercises from acting and improvisational theater.

A training only helps if the contents learned are still used effectively afterwards and a sustainable improvement can be seen. Therefore, we provide you with targeted exercises as well as individually adapted content and analyses to further consolidate what you have learned and to apply it in your daily life.