Sales have changed! You must distinguish between two periods: Selling before and after the online age. The Internet changes everything by giving prospects free access to information. Previously, salespeople were the masters of detailed product information. Today,...

Succeeding in technical sales Working as a sales engineer almost always means working in B2B sales. You sell your company's products to other companies.In contrast, selling consumer goods and insurance, for example, is usually B2C, from a company to a private end...

Always ask first: Why? I came across Simon Sinek's talk and book on this topic, which stuck with me. So, I would like to share and summarize the topic with you. I can recommend the book for more details! A small example as an introduction:The first portable MP3 player...

The winning quote Your written offer to the (potential) customer should be more than just a list of product items with technical features and a price at the bottom. It is another crucial step in your sales process. In capital equipment sales, you are often only one of...

Closing Techniques for Sales Professionals In any sales call, this is the most critical stage, the reason we are having the call. Every sales call should end with a commitment - either a "yes, I will buy," a follow-up appointment, or the provision of information - or...

Formulating benefits There are various ways to do this, all of which work. The important thing is to always start with the customer's expressed need. Here are two examples from microscopy: "You said that you attach particular importance to optimal image quality of...

Needs Analysis To sell, you need one thing above all else: information about the buyer. You need his motives and reasons for buying. The leading actor in the conversation is the customer, not the salesperson! You need to steer the conversation with targeted questions...

Your Attitude Toward Sales Your attitude determines your success in sales. More than any other skill! Before you start your career, make sure you have the right mindset for the long term. In this article, I will give you an overview of what I consider the most...

Confident and friendly demeanor Your entire demeanor changes with your inner belief in the service you provide. You will be more confident talking to customers if you know what your product can do. Therefore, always present yourself with a broad chest without...

General Information on Interviewing Techniques The following skills are among the most important characteristics of successful salespeople: They empathize with customers individually and understand their needs. Helping customers make good and correct decisions Be...