In Kaltenbach training seminar, B-to-B sellers learn how they acquire more jobs at better terms. (Source: Federal Reserve Bank). Why have top seller usually an order in his pocket after discussions with customers and-besuchen, while their colleagues often stand with empty hands? Puzzle solution is: top seller succeeds in establishing a personal relationship with the customer. “Also hold sales meetings so that their customers at the end of the meeting almost automatically say yes, I want to have it”. How this works in practice, B-to-B seller in the seminar experience more jobs at better conditions winning strategies in technical sales, Kaltenbach training performing the consulting company specializing in technical sales on June 6-7 in Bobingen (near Stuttgart). In the two-day seminar company owner Walter Kaltenbach participating sellers explains how she can quickly find customer discussions, which stands for a type of them and what the customers It is important. Also learn to conduct sales meetings, that the customers the feeling that is an attractive partner”and this solution offers the greatest benefits me”. This is the case, then the Yes of the customer to purchase follows almost by itself. It is the Walter Kaltenbach, that what really counts in the sale of the book”wrote, convinced.
A particular attention is paid in the seminar, in contact with the customers with questions to determine what is especially important to this. “Because only who the red dot” knows the customer, may result in successful sales calls. Walter Kaltenbach has gained this experience among others during his decades of work as a sales manager and Managing Director in the wood -, metal – and plastics processing industry. Intensively also, train the participants in the seminar to present their offers, so that customers whose benefits have plastic front and possible objections, which could jeopardise the conclusion, recognized and be invalidated. “A further focus of the seminar is: How do I make the customer in the course of the conversation, important part of decisions, so that the Yes” to purchase ultimately is a logical consequence of the part of decisions already taken?