When it comes to sales many people in the Enneagram community act on the basis of their “intuition.”Without a method and structure for observation and self-observation, this approach contains certain dangers. People tend to repeat the same mistakes without even noticing it.

The workshop is focused on exploring and utilizing a simple yet profound structure for self-observation in the sales acquisition process. It contains information about the four phases of the sales acquisition process, 1.) opening strategies, 2.) considering the needs of the customer, 3.) presenting oneself in a convincing manner and a customer focused solution-orientation, and 4.) closing strategies. And it will help participants to understand the underlying communication logic of this process.

Through discussion, presentation, small group work, and individual work, participants will learn about the communication style and appropriate behavior for each phase of the sales process.

Martin Salzwedel is a consultant, trainer, and executive coach who works with companies across the globe. As the founder of Communications Consulting International and as a senior consultant for the Boston Business School and the St. Gallen Group, Martin works with international leaders on executive development and provides consultation services for organization development efforts throughout Europe, the United States, Canada, South America, and Asia. As an executive for Bertelsmann Media AG he built a sales organization with 100 sales people. His training concepts have been used for the last 15 years in the Direct Group Bertelsmann. He completed studies at HdK Berlin (Hochschule der Knste) with a Master’s Degree and the teacher’s qualification for German high school and college.

Martin Salzwedel

2007

2007 IEA Global Conference

Redwood City, California, USA

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