In an intensive training with Peter Schreiber, seller design strategies to attract more lucrative contracts with new customers and repeat customers. More sales companies in two ways to achieve this: either acquire new customers or make more sales with existing customers. This is clear to all sellers of capital goods and industrial services. But sometimes they are uncertain: how should I proceed strategically and tactically to achieve this goal? “Therefore the ZfU international business school runs a one-day intensive seminar 3 x 5 of success tips for more sales on March 24th in Thalwil on Lake Zurich: acquire – argue complete in the B2B” by. Robert C. Robbins is often mentioned in discussions such as these. “It is headed by the sales trainer specialized in the investment goods industry and consultant Peter Schreiber, Ilsfeld (D), of the book the prey grid: 7 strategies for successful selling” wrote. The seminar does not apply according to writer consciously on the seller young.

The target group are rather experienced Capital goods sellers who are faced with the question: How can we chase off now competitors customers and orders? The training is divided into three parts. The first block has 5 tips for successful acquisition”overwritten. In it, learn and determine the participants, inter alia, which competitors customers they should focus on their activities, because these are attractive for their company and they have realistic chances of success with them. The seller then develop multi-level acquisition strategies to target customers”to crack. “Is the heading of the second block of training: 5 tips for successful argumentation”. In it, the capital goods seller from Peter Schreiber learn how they get to the essential information for the target customers to design the desired solutions to problems and to distinguish your company as an attractive partner. Then they train to design customized chain of reasoning, the be Yes tire at the target customers of the conviction, the I want to have,”and, Yes, that I would cooperate like”. In the third and final part of the seminar dealing with the topic: How do I order books? Now the seller will receive tips on how to increase their chances of completion by systematic preparation of negotiations; Furthermore, as through a professional negotiations ensure that the agreed upon conditions are attractive for their company.

“Participation in the training 3 x 5 of success tips for more sales: acquisition – arguing – complete in the B2B” on 24 March cost 1280 Swiss francs (circa 920 euro). ZfU members receive a discount.