The classes are dedicated to traders from the IT industry, ie Business Development Managers, New Business Developers, Business Developers, CEOs, and Heads of Sales (Head of Sales, Director of Sales). Perfect for people working in Software Houses, companies selling in the SaaS model and other IT companies, and Creative Agencies
The contribution to the classes are the experiences of the trainer from Argentina, who related his business life with the German market. On a daily basis, Mario owns two successful companies, each of which he built from scratch in Germany, gaining clients and contacts among investors and large companies.
The participants of the classes will gain knowledge about what is important to successfully sell their services in DACH countries
Training on the sale of IT services and products on the German market
The training is conducted in English
Duration 7.5 hours
The nearest date: October 30, 2020
Maximum number of places: 20
Online: Zoom, you will receive a link to the class after completing your seat reservation
Training program
Sales Methodology – Why have a system for Germany, our training will begin with identifying the basic differences that separate the Polish market from the German one. Understanding the sales rules common to our western neighbor is one of the most important things to achieve sales success in Germany. These differences may not be obvious at first. As the example of our trainer shows, capturing them helps in scaling your business in Germany.
Relationship Management in DACH countries. Managing relations as we know from the domestic market looks completely different when we cross the western border of Poland. What is important for a German customer to make the relationship valuable? Where you can commit a foux pas and how to avoid it, this is what this part of our classes is about.
Sales Skills Workshop There are never too many trading skills. Even if you are a master of selling services or products of your company, it is worth finding out how our trainer conducts his sale, acquiring clients and investors not only for his ventures, but also for German, Polish and international startups.
Research & Prospecting Technique Workshop, Discovery Workshop. Is your image of who in Germany can become a customer of your company only based on your experiences? Do you know how to find your next customer in Germany without bouncing off the wall constantly wondering why you can’t repeat the success of your previous sale with a German customer? Expand your range of options to complete the basics. Minor errors in prospecting can ultimately affect the overall effect of your sales.
Tip & Tricks to Enter the German Market. You can gain sales experience for years, but nothing speeds up work on contracts like a handful of advice from someone who has previously managed to check what works and what should not be done. Not all advice can be found on the internet. The most valuable ones are carefully guarded in the minds of sales masters.
Class agenda
9:00 – 9:15 greeting the participants
9:15 – 9:45 Sales Methodology – Why have a system?
9:45 – 9:50 “Coffee” break
9:50 – 11:00 Relationship Management
11:00 – 12:00 Sales Skills Workshop (Up Front Contract, Pain Funnel, Reversing)
12:00 – 13:00 “Lunch” break
13:00 – 14:00 Research & Prospecting Technique Workshop
14:00 – 14:50 Discovery Workshop
14:50 – 14:55 “Coffee” break
14:55 – 16:00 Tip & Tricks to Enter the German Market
16:00 – 16:30 Questions and Answers (Q&A)
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