This course is taught in German, respectively English.

Sales has much to do with maximising value for all parties involved. This principle is equally applicable for external as for in-house sales. Both approaches have in common that you will need to develop your own unique selling proposition at one point in time. 

This training will offer you all you need to develop your own well thought through sales process. You will learn how to successfully adapt to constantly changing needs and situations. You will gain a clear picture on how to become a high performing sales person (Both, for external and internal ‘sales’ situations).

Bring your own real-life cases to the course! Blend the theory with your practice and learn from others!

Day 1:
Who is the client and how to approach him:

• Preparation
• Opening
• Needs developmnet
• Real life application exercises

Day 2: 

• Presenting the offer
• Objection handling
• Principles of negotiation
• Closing the deal
• Real life application exercises

Day 3:

• Review of the most important aspects of the sales process
• Sharing of on-the-job experiences
• Peer coaching on real life cases and challenges

Targetgroup:

• This course is ideal for anyone who is involved in sales of (re-)insurance or broking. 
• Risk and Insurance Managers.

Outline:

• Handout to support your sales activites on the job
• Recommended preparation reading: Getting to YES (Roger Fisher)