in a seminar of the ZfU business school with marketing consultant Peter Schreiber, seller learn how they win competitors customers. On which companies should we focus our new customer acquisition? And how do we get a foot in the door them? Manufacturers of industrial goods and industry service providers that often wonder if they are faced with the challenge to acquire new customers especially if they are bonded for years with competitors. As competitors, customers with system can hunt down, find goods seller and their superiors in a seminar that performs the ZfU international business school on November 5th in Ruschlikon on Lake Zurich (CH) with the Advisor Peter Schreiber, Ilsfeld near Heilbronn (D), specialized in the sales of capital goods. “In the day seminar with the programmatic title of fishing you are customers of your competitors are you a better partner for prospective customers” learn to identify the participants, among other things, as the competitors customers may, where a commitment worth for example, because they have the necessary potential and with them there is a realistic chance of closing. “Also explains them Peter Schreiber, of the book the prey grid: 7 strategies for successful selling” wrote, how they can find: who are the decision makers at the target customers? And: what challenges is this currently for example due to its market position. Or due to the (technical) developments in its market. Or on the basis of the goals he wants to achieve.
This building, the owner of the consulting firm Peter Schreiber explains them & partners on the basis of concrete examples, then as they arouse the interest of decision-makers among target customers and an appointment with them acquiring”can even if the contact person at the first contact first for example says: actually we do not need. We are satisfied with our current suppliers.” Intensely also the topic at the seminar: How do I prepare myself as “Capital goods seller professionally before on the first visit and how do me, me in the conversation as an attractive partner” to distinguish for example by I submit concrete solutions for the challenges of the interlocutor, that he faces. Also discussed is the issue of supply management. “Here the participants including: how is a promotional offer”? And: how touching I as a sales professional offers systematically after?