Sales & Customer Excellence
Help shape the transformation of the sales process.
Individual measures to enhance sales and selling competencies are part of Commax’s DNA. We have dedicated over 25,000 training days to this focus area in the last 30 years. The formats and topics are developed like a good sales conversation: aligned with the customer’s needs.
Allow a small selection of our diverse topics to inspire you. In anticipation of your own solution.
Selling - Basic & Advanced
Selling begins in the morning when we first look in the mirror
Selling begins in the morning when we first look in the mirror
First, the bad news: Only about 3-5% of salespeople are born salespeople. The good news: The remaining 95-97% can learn it. Best of all, from us!
As the name suggests, “Selling-Basic” teaches the fundamentals of selling. For example, the structure and setup of a sales conversation. This starts with understanding the customer and extends far beyond the checkout process. It demonstrates how a salesperson can best combine their own personality with methods of needs assessment and benefit argumentation to find their own successful selling style. It teaches closing techniques that demonstrably increase the probability of a positive sales outcome, and much more.
“Selling-Advanced” focuses on topics that can make a sales conversation challenging yet are the spice of life: What distinguishes a pretext from an objection, for instance, and how does one professionally turn an objection into a new opportunity? What possibilities exist to increase sales through cross- and up-selling in the respective product and service environment? And how does Digital Pencil Selling actually work? We have the answers and are happy to share them with our participants.
Service Excellence
...or the difference between satisfaction and enthusiasm
...or the difference between satisfaction and enthusiasm
Online retail has experienced a massive surge in importance and revenue due to the Corona pandemic. There is now almost nothing that cannot be conveniently bought or ordered online from home. Nevertheless, brick-and-mortar retail will continue to be relevant in the future, provided it can offer customers emotional added value beyond products and services, which online shopping cannot. People still make the difference!
Create unforgettable shopping experiences and emotional added value for your customers that goes far beyond selling products. For this, employees must be sensitized and empowered. That is our core business.
Start your customer enthusiasm offensive with us now and discover the art of emotional customer loyalty through outstanding service. Reflect on and optimize your current service behavior with us using modern and innovative methods, such as the LIFO® method.
LIFO®, by the way, stands for “LIFe Orientations”.
Leading with Key Performance Indicators in Sales
A picture is worth a thousand words
A picture is worth a thousand words
You likely already use key performance indicators to manage your sales. But do your field sales representatives and managers at the point of sale also master the use of KPIs and can they communicate them effectively and action-orientedly to their employees?
This training focuses on KPI-based leadership. In other words, how to correctly analyze KPIs, visualize them, and communicate them to employees in such a way that they can ideally derive the necessary sales measures themselves or at least better understand and then implement them.
Participants learn through practical examples…
- KPI-based Leadership
- Digital and Analog Visualization Techniques
- To visualize complex data in such a way that the need for action becomes immediately apparent to employees
- To communicate needs for action more effectively and lastingly, including with the help of storytelling
- To derive tailored measures and consistently follow up on them
On-site Coaching in the Call Center
Service & Sales - two sides of the same coin
Service & Sales - two sides of the same coin
Chatbots are fast and practical, but they still have their limits. Customer surveys clearly show that people still prefer to communicate with “real” individuals to solve their problems. And where these individuals are well-qualified and committed, they create genuine added value for their customers and, consequently, for their company. Not to mention their essential contribution to customer loyalty.
Identify and foster previously untapped service and/or sales potential among your call center employees with our systematic on-site coaching.
Our experienced coaches accompany your employees at their workplace and support them, among other things, through differentiated feedback, to adapt their communication strategies so that they are even more effective and at the same time ensure greater loyalty and enthusiasm from your customers. And this happens in real-time, without your employees having to interrupt their work for training sessions.
Service and sales are two sides of the same coin today, because we firmly believe that good service also means good sales, and good sales also means good service.
Selling According to Type with DiSG®
Understand better to be better understood
Understand better to be better understood
How can a pleasant and sales-promoting atmosphere be created? How can customer needs be understood even better?
If these questions are relevant, the DiSG® model can provide valuable solutions. The method offers a value-neutral approach to exploring behavioral issues.
With the help of the DiSG® model, behavioral tendencies in various sales situations quickly become visible. Based on this brief analysis, a suitable communication strategy can quickly be found in the sales conversation, and a positive closing achieved.
Individual Sales Coaching
Recognize potential and successfully apply it with the customer
Recognize potential and successfully apply it with the customer
Every sales representative possesses the necessary potential to qualitatively and quantitatively improve their closing rate and thus become even more successful. We are convinced of this! But does every sales representative know their individual potential and how to access it at the right moment?
To fully exploit one’s sales potential and successfully apply it with the customer, an external perspective is often required. Keyword: blind spots.
Through the guidance of one of our experienced coaches, your employees receive differentiated feedback and recommendations for action, as well as precisely tailored, directly applicable methods and tips for optimizing their sales conversations, in real-time and at the point of action.
This enables your employees to be precisely developed through individual coaching, strengthening their personal skills and increasing sales performance. And, incidentally, most employees perceive personal coaching as a great appreciation.
Director Sales & Operation, Apollo Optik
In addition to practical training, they also offer professional administrative support. "The People Specialists" is not just a claim. It shows that developing people is a matter of the heart at Commax.
Michael Tiedemann
Learning & Development Manager, HR Business Partner, Vodafone
