MODULE 2: Basic Training – Extending Competencies for more sales

The classic “product-based selling” has had its day. An enhanced product knowledge or product application expertise within the sales teams is important, but it is not everything in a sales department. A paradigm shift is taking place and completely new skills are needed to continue selling successfully. The Basic Training by Walcher Consulting shows your sales team how they can systematically apply the elements of the strategic selling and increases both the behavioral and methodological skills within your sales organization. You are then in a position to focus on the customers goals and successfully conclude the sales process.

Our training content focuses on

• Recognizing the demand structure of the client organization and using this knowledge to distinguish your business from the competition
• Achieving a high quality contact which serves as the basis for sustainable business success
• The ability to recognize the buying centers and roles and deal with them effectively
• Identifying areas of need within client organizations and developing common solutions
• Optimizing interview techniques and learning to successfully apply these in practice