Just as I expect sustainability from my clients, I expect it from myself. In online workshops and coaching, this means creating effective change. That is why I am convinced that short impulses over a longer period of time change much more than standard seminars conducted once. And my experience in accompanying teams and individuals proves me right.
Every company, every team and every individual is different. That’s why there is no “sales training 1-5 for everyone”. In my online workshops and coaching sessions, we work on your clients, your solutions and products, and your personality. Only if your sales strategy fits all this and reflects your company will it work.
When dealing with your own business and especially with selling solutions, there can be a lot of blockages involved. “Am I worth it?”, “Is selling honest?” “Am I imposing on clients?” can be questions that, combined with unhelpful beliefs, stop you doing what needs to be done. That is why we often work with a combination of coaching and consulting.
I have been a successful sales trainer in technical sales for more than 20 years. In recent years, however, I have been asking myself more and more: ” Do I still believe in supporting companies to grow more and more, regardless if what they are doing is sustainable in the long run? Honestly, at a time when the climate, globalisation and other crises are blowing up in our faces, I no longer believe in faster-further-higher. Does that mean I have to quit my job? After all, I don’t really want to throw away all the valuable know-how and experience I have gained over all these years.
The solution: I teach sales to the right people. I address all those out there who have great sustainable ideas, products and solutions, but don’t know how to sell (yet). I use my experience to support those who so far have inhibitions and maybe even reluctance to sales. In my view, selling must be honest, open and transparent. There shouldn’t be any tricks and it should only target those customers who really benefit from your solution. At the same time, I remain true to technical and expert sales, as I have done up to now.
Three important milestones:
since 2000: sales and negotiation trainer B2B
since 2012: book author
since 2022: master practitioner in Logosynthesis
Methods from the recipe book rarely work for professionals, but they appear to make life so much easier. 'It can be done without,' says sales trainer Franziska Brandt-Biesler,
'B2B sales is easy if you don't rely on recipes.'
In this book, she describes how smart, rather than hardcore salespeople, can build sustainable relationships with customers and do meaningful business.
Over the past 50 years, we experienced a major change in sales values. Personal relationships used to play a major role. Hard selling developed in the seventies, and since the breakthrough of the Internet, many sales transactions became anonymous. You will understand the current position of your team, your organization and your market and learn which are the next steps in the development of your sales.
Asking the right questions is the most important part of any successful sales talk. Every salesperson knows that. And yet many still try to score points mainly with their own knowledge and prolonged monologues. However, those who don't listen, but only talk will not ﬁnd out what motivates the customer. With 400 sales questions this book is guidebook and practical checklist at the same time.