The main topics and also the target
groups of my sales and negotiation trainings have considerably changed over the
past years: from product sales towards distribution of systems, software
solutions and services.
First of all, to many participants the term "selling" or the image of the salesperson seems a bit sketchy. These colleagues perceive themselves as engineers or software specialists, if anything, maybe as client advisors. Secondly, they often have difficulties understanding why their clients do not appreciate their technically advanced knowledge and their perfect presentation of the facts, or why they do not agree in a negotiation (> Harvard Concept /only in German), although they themselves obviously have the better arguments.
With this background, I have set the relevant goals for this kind of trainings > Change Management. As an example for target group, content and method I introduce a suitable training offer > training offer
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