Der Erfolg

VDMA 2000
(CD) 62 min. playing time

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Entertaining scenes show what can be improved when selling complex products. Objection handling Question technique Situation - Problem - Implication - Benefit Feature - Advantage - Benefit are the sales-related contents - topics where everyone who sells can improve.

We have analyzed what stand crews and sellers of technical products tend to do wrong. For example, at a trade fair, visitors to the stand are told all the features of the machine being presented for the first time at the fair - instead of being told whether they can actually solve their problem with the product range of the company in question. The more enthusiastic the salespeople are about their own technology, the greater the risk of not perceiving the customer situation at all.

Together with Hessischer Rundfunk, we have found an entertaining way to show all those who have to sell how they can become even better. To listen to yourself and pass on.

Content:

• Finding common ground
• Michelsberg, the star salesman
• You can ask questions this way and that
• What comes after asking questions
• What you can learn from glasses
• What should you show the customer?
• If the customer has something against it
• How do customers raise objections?

Concept:
VDMA

Expert advice:
Wilhelm Friedrich, Dr.-Ing. Hans-Wilhelm Leyendecker

Directed by:
Helge Heynold

Language:
German