Clean Sales

How to become an outstanding seller – become a Clean Seller!

 

Mastering selling: from the initial contact to closing and recommendations.

Being a seller is simultaneously a profession and a passion. Many people ask themselves: am I really a seller? How do I need to think, how do I need to act? What's the right way of selling? What steps in the sales discussion do I need to master, from the first contact to conducting negotiations and price negotiations to closing out? What does the customer journey look like, and what are the touchpoints for today's customer? How can I commit the customer once the deal has been struck, how can I convert the customer to be a recommender, and what makes a customer a fan?

The Clean Sales training from Buhr & Team gives you the answers to all these questions! From inner attitude to work planning, the sales loop, the principles of communication, you learn to understand and convince the customer of today (Customer 3.0). Boost your sales success and learn tips from experienced sales professionals and sales trainers.

            

 

 

Training modules

 

Contact & purchase

Selling is different today

Being a salesperson is simultaneously a profession and a passion. This training provides answers to questions such as: What do I stand for? Am I a passionate seller? How does selling operate today? Boost your sales success, and learn the secrets and practical tips from experienced sales professionals and sales trainers. Similarly, boost your competences as a seller, and improve and expand your know-how with the right techniques. By formulating your "nuggets", you refine your individual benefits, the uniqueness of your service and of your company. You develop your own sales pitch. After this module, you can guide your customers to a purchase decision using your knowledge of the various phases in the customer discussion.

This training shows you which stages you need to master in the sales discussion, from the initial contact through all further stages in the discussion through to that first purchase. The main areas of focus for Module 1 of Clean Sales are summarised under the heading "Selling is different today". What makes the customer tick is not the same as yesterday's customers: today's customer is self-aware, critical and informed. He uses the Internet and social networks to research products and services, and in some cases he knows more about these than the companies themselves. For that reason, it's absolutely the case that selling is different today: from the motivation as seller through to the individual phases of the sales discussion that enable you to understand and convince the customer.

With your own sales pitch, you develop the best response to the "buffet question": what are you selling? A concretely-formulated nugget list supports you in doing justice to the requirements of Customer 3.0 in the age of digitalisation.

 

Thematic focuses

My motivation as seller

What drives me as a seller?

The magic of change

Anyone who wants to improve must be willing to change

Rapport before intervention

How important is the "good connection with the customer"?

6-icon research

Preparation is the pacemaker for success

Nugget list

What is the USP for your company, your products or your service?

Sales pitch (the "buffet question")

What are you selling?

KIAMBA model

Phases in the sales discussion: how does today's customer make decisions?

Selling is different today

What makes Customer 3.0 tick?

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

HR-Tools

Reading tip: Vertrieb geht heute andersDie Umsatz-Maschine

CoachCast®: VertriebsIntelligent handeln

 

Meetings & preparation

How to agree qualified customer meetings

This will be familiar: the key bottleneck in Sales lies in a sufficient number of qualified scheduled visits to the customer. This training prepares you in the best possible way for customer acquisition. Optimum preparation, an excellent opening to the discussions, combined with authentic discussion management and handling of objections using the "AUA technique" enable you to guide Customer 3.0 to the purchase decision.

Optimum preparation in the age of digitalisation also means that you encounter Customer 3.0, who is more self-aware, more critical and more informed than ever before nowadays, via the 6-icon research (Linked IN, Xing, YouTube, Google+, Facebook etc.) and with the right strategies in your discussions.

In this module, you improve your communications behaviour on the telephone and learn to recognise speech patterns, to develop successful discussion guidelines yourself and to convert the initial contact into actual dates for discussions by having a professional presence. You learn the language of your profession and gain confidence in dealing with needs and objections.

With the rules for success, you are ideally prepared as the seller for your discussions with Customer 3.0; you can dazzle with your knowledge, using speech patterns matched to any situation. You learn how you can plan, arrange and manage customer discussions with the aid of the right tools. As a seller, you learn the optimum use of tools for daily and weekly planning and boost your competences in the customer meeting through the effective use of social media.

 

Thematic focuses

Rules for success: why are you acquiring this customer?

The be-all and end-all of arranging meetings

Weekly and daily planning

Allocating activities to days and times

Eisenhower method and Pareto principle

Structuring work organisation cleanly and prioritising correctly

The power of speech

Recognising speech patterns. Tips for every situation

6-icon research

Optimum preparation with use of social media

"AUA technique"

Agreeing meetings and handling objections

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

HR-Tools

Buchtipp: Vertrieb geht heute andersFinanzvertrieb geht heute andersErfolgsfaktor hybride Beratung

CoachCast®: Dem Kunden in den Kopf geschaut

 

Contacts & new customer acquisition

How you make good customers from new business contacts

As a seller, you are constantly meeting large numbers of people in your professional environment, who could all be potential customers. Clean Sales Module 3 shows you how to move from contact to acquisition with self-awareness, charm and success.

You learn how social media can be used in new customer acquisition. Learn to reach Customer 3.0 in the places he/she hangs out: in the social web. For that reason, it's absolutely the case that sales is different today! Following this training, you will successfully master the challenge of using social networks such as Linked IN, Xing, Google+, Facebook or Twitter as a service channel.

Using practical examples, you learn about the various possibilities for contacts on the web, and how you can generate new contacts ever day using the right social media platforms: in a condensed social media guide, we give you practical rules of conduct and the first steps for gaining the necessary confidence and mastery.

 

Thematic focuses

5 basic questions for successful selling

Your thinking determines your actions

Customer classes and customer types

What characterises the various types? How do I conduct myself?

Contact options

Different markets and professional new customer acquisition on the web

Professional new customer acquisition

How do I actually address Customer 3.0?

Customer journey: what are the options for contact today?

Which are the channels for reaching Customer 3.0?

Potential customers (B2B and B2C)

The right contact at the right time, or the "needle in a haystack"?

Social media used in acquisition

Rules of conduct and first steps

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

HR-Tools

Reading tip: Finanzvertrieb geht heute andersErfolgsfaktor hybride Beratung

CoachCast®: After Sales – Pre Sales

 

Initial discussion & analysis

Enthusing Customer 3.0 in the initial discussion

Find the task as seller that completes you. Do the right thing, the right way, often, consistently and at the best time.

The basis for successful business is developing a harmonious atmosphere for the discussion: rapport before intervention. Develop an honest interest in the customer and learn the right strategies for conducting discussions successfully. Use the questions to direct the customer discussion in a positive direction. In this training, you are given answers to the questions as to what Customer 3.0 truly wants. What makes Customer 3.0 tick?

Motivations play a decisive role in selling, on the customer side and also on the side of the seller and the company. Learn how you can use your awareness of motivation and the inner drives of the customer successfully in the customer discussion.

The TriMetrix® analysis support you in the challenge of distinguishing the various customer classes in the era of digital transformation and shows you how you can create a relationship of trust with the customer actively and in the shortest time. You obtain a sound basis for decisions in order to communicate with your customer in a type-appropriate, and thus successful, manner.

You never get a second chance to make a first impression! Preparation is the pacemaker of success. Ask the right questions, and establish the need on the customer side: The person who asks questions is directing the discussion! The person who asks legitimate questions sells!

 

Thematic focuses

Motivation and customer types

What makes Customer 3.0 tick?

The magic of change

Anyone who wants to improve must be willing to change

TriMetrix®

Professional personality diagnostics and development

What are the customer types?

Recognising and using the WOW factor

As seller, find the task that completes me

Do the right thing the right way, often and consistently

Personal impression and warm-up

You don't get a second chance to make a first impression

Rapport before intervention

Discussion guidelines: "KIAMBA" and "AZZE" (Aktion – Ziel – Zeitrahmen – Energie, Einstiegsfrage = Action, Goal, Time-frame, Energy, Opening question)

Six concrete steps for a successful sales discussion

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

HR-Tools

Reading tip: Vertrieb geht heute andersDie Umsatz-MaschineErfolgsfaktor hybride Beratung

CoachCast®: Fragen als Erfolgsinstrument

 

Second discussions & convincing

In the second discussion, convert pull to purchase

In Clean Sales Module 5, you learn to convince the customer right from the start that you are precisely the right person he wants to do business with, and that a pleasant manner plus competence are the basis for collaboration: letting someone buy is the new selling!

You go into the second discussion well-prepared, with the right tools, and have a solution that is individually-adapted to your customer. You recognise the KBF ("Kittel-Brenn-Faktor" – the 'findability factor'), thereby increasing the readiness and willingness of your customer to make a purchase.

You examine and expand your skills in using presentations successfully in various customer situations. You construct an arc of tension that allows the discussion to become an experience for your customer. You succeed in making the customer benefits the focus of this second discussion.

At the end of this Module 5, you will be able to apply the approach of preparing technically and emotionally for the second discussion with your customer in your practice as a seller. Go into the second discussion optimally equipped with knowledge of the right techniques and present to your customer, using the right tools and questions, with an offer of customised solutions for his needs, preferences and requirements.

 

Thematic focuses

The four sides of a message

Emotional preparation for the second discussion

Kittel-Brenn-Faktor

Increase your customer's readiness to purchase

"AZZE" (Aktion – Ziel – Zeitrahmen – Energie, Einstiegsfrage – = Action, Goal, Time-frame, Energy, Opening question)

Frame for the second sales discussion

Questions today

SPINE (Situation – Problem – Implikation – Nutzen – Entwicklung, erste Schritte – Situation, Problem, Implication, Benefit, Development, First steps)

MENSA

NOA (Nur oder Auch – Only or Also?)

Tools 

Minus/Plus

Opportunity

"Price sandwich"

What, how much and why is Customer 3.0 purchasing?

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

HR-Tools

Reading tip: Vertrieb geht heute andersFührung im VertriebErfolgsfaktor hybride Beratung

CoachCast®: Haben Sie Ihren Kunden heute schon überrascht?Dramaturgie im Verkauf entscheidet

 

Negotiating & selling

Negotiation is the queen of disciplines in complex offers

As a participant, in Clean Sales Module 6 you learn which negotiation type is your personal match. For this, we use MotivStrukturAnalyse MSA®.

On the agenda in this module is how to negotiate with a customer focus and how to direct the negotiation, how to negotiate fairly, confidently and factually, and when you can successfully introduce your arguments.

Optimise your personal negotiating style and learn how to assert your company's prices or ideas and simultaneously raise confidence in closing out on those terms with the customer.

With the practically-oriented methods in Clean Sales Module 6, you will also become a closing-assured expert negotiator as a seller. The conviction factors support you in achieving an outcome acceptable for both sides in the negotiation. Develop awareness as a seller of which negotiation type you match up with, and how you can further optimise your negotiating style.

The reciprocity technique shows you the points where you can do your customer a favour and where you could offer advance services. Clean Sales 6 also throws light on negotiating classics such as the "Harvard method" and "the psychology of conviction" and equips you with further practical examples to take into action with the "7 steps to success in negotiations".

 

Thematic focuses

Negotiating vs. selling

Conviction factors

MotivStrukturAnalyse MSA®

What is your negotiating type?

Personal negotiating style

"Optimise...."

Reciprocity technique

"As you do to me, I do to you..."

7 steps to success in negotiations

Improve your negotiating communications

Harvard method of negotiation

A classic in negotiating technique

The psychology of conviction

Seven principles for your negotiating success

The confident conclusion to sales and negotiations

Letting someone buy is the new selling

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

HR-Tools

Buchtipp: Vertrieb geht heute andersFinanzvertrieb geht heute andersDie Umsatz-Maschine

CoachCast®: Sachbezogen verhandelnVor der Entscheidung

 

Argumentation & closing

Letting someone buy is the new selling

In Clean Sales Module 7, we give you tools to enable you to act with conviction and masterfully generate deals.  Understanding the psychological backgrounds on your side and on the customer side reveals for you how decisions mature and what you can do yourself to influence customer decisions actively and positively.

You rehearse how you distinguish objections from pretexts, how to conduct yourself professionally and how to argue with a focus on closing.

We use the iceberg model to demonstrate that, with customer objections, you only ever perceive a small part, i.e. the relatively rational part of the message, on the surface. Engage your customer at the emotional level for yourself and your ideas.

The phases in handling objections demonstrate once again the different between direct and indirect closing. With the right tools and techniques of "circumvention" and "supporting testimonials", you will achieve maximum success in negotiations, expertly and confidently.

 

Thematic focuses

Iceberg model

Understanding the psychological backgrounds

Attraction and bottleneck

Technique of "supporting testimonials", "circumvention"

Phases in handling objections

Direct and indirect closing

Tools 

Minus/Plus, LMAAM, 180-degree, NOA (Nur oder Auch – Only or Also?), Flummi, AUA, MENSA

Other tools 

Balance sheet technique (Adenauer)

"Price sandwich"

What, how much and why is Customer 3.0 purchasing?

Exit strategy

"Sorry e-mail"

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

HR-Tools

Reading tip: Vertrieb geht heute andersFinanzvertrieb geht heute andersDie Umsatz-Maschine

CoachCast®: Fragen als Erfolgsinstrument

 

Recommendations & exit

How to get new customers with the right recommendations management

Your customers are guided by recommendations. Recommendations that only satisfied, enthusiastic customers give. You can shape this as seller regularly, reliably, and with confidence: through professional recommendations management. This is because the most effective method, the queen of approaches to winning new customers is, and remains, the recommendation.

You learn in this seminar to distinguish between B2B and B2C recommendations, between passive and active recommendations. Different recommendations strategies and techniques ensure you have a full calendar of meetings and full order books. Through this recommendations strategy, you secure valuable recommendations from your customers. Success in conducting discussions is achieved by applying the right tools!

We also show you, using actual examples taken from practice, how you can exit a negotiation professionally using the exit strategy and still secure recommendations. 

 

Thematic focuses

Generating recommendations

Today's recommendations are tomorrow's business

Phases in discussions and recommendations

Asking successfully for recommendations

The recommendation conversation

"A glass of water, please!", customer card (hermeneutic understanding)

Hybrid advice

How to bring online and offline together successfully

B2B and B2C recommendations

Passive and active recommendations

4-questions technique

Securing top recommendations with four good questions

Efficient communication

"Protect and nurture the source of recommendations"

Exit strategy

"Sorry e-mail" and "Sorry e-mail + joker"

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

HR-Tools

Reading tip: Vertrieb geht heute andersErfolgsfaktor hybride Beratung

 

Infotainment & camera

Following the training, each participant receives his own film with the professional recordings of his presentation, as an outcome and a stimulus for implementation in practice.

 

Thematic focuses

Personal impression

Rapport before intervention

Presenting successfully

Structure of presentations

Infotainment

Information and entertainment

Small and large groups

Small and large platforms

Presence and performance

Presenting effectively, enduringly and successfully

Your own film!

Implementation in practice

 

Further information

Duration: 2 days

Group size: 8 to max. 10 participants with one trainer
Group size: 11 to 16 participants with two trainers

Venue: Flexible, to suit your preferences. If booking hotels in Düsseldorf or the surrounding area, we would be pleased to assist

Time: Flexible

 

 

Why not book your one-to-one advisory discussion now? +49 (0) 211 – 9 66 66 45

 

Please send us your training enquiry!

 

 

Selling is different today

 

The future of selling (German)