Profiling in sales

Profiling in sales

Reading and assessing people

An invaluable tool for sales and distribution staff

Porsche Holding

Individual or team training

Understanding people and looking behind the facade:
is crucial for many sellers

In our training you will learn:

Detailed content/focus:

  • Communication in sales and assessing the counterpart.
  • How you can assess any type of person/people
  • “Profiling” the customer profile to better predict and assess reactions and behaviors (what does your counterpart value, what do they react to, etc.).
  • How to look behind the “scenes”, not be “blinded” and learn to recognize the true intentions in sales conversations with prospects, new customers, existing customers, buyers, etc.
  • The art of selling: how to establish the “rapport” or “chemistry” in any conversation, professional or personal.
  • To be able to elicit the actual future potential in any area of life and/or situation through specially tested questioning techniques.
  • Really understand and master body language.
  • Interpret verbal and nonverbal communication professionally.
  • Conversation skills: how to skillfully and expertly manage conversations of any kind, whether with employees, customers, buyers, suppliers, etc.
  • How to determine in just a few minutes what you can expect from your counterpart in the future: in sales and as a leader.
  • How to strengthen customer loyalty and expand customer relationships.
  • Professional handling of all emotions that one encounters in business life, as a sales manager or in sales talks.
  • How to show even more self-confidence in appearance as well as stronger personal presence.
  • Learn assertiveness, conversation control and repartee.
  • How to skillfully handle “personal attacks” or “angry” customers and debunk emotions.
  • The true background of objections in sales talks, and much more.

What do our customers say

Achieved together: with visible and measurable results

Georg Kiesenhofer, BCs
Georg Kiesenhofer, BCsManaging Director, GK medical product advice
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“Thanks to the tailor-made sales coaching, we were able to very quickly achieve our sales targets throughout Europe, both in the phase of the market launch of our products and in the establishment and expansion of dealer relationships. It was also remarkable for me to see how the years of experience in sales and the professionalism of the coach have helped us enormously. "
Othmar Köpf, ppa.
Othmar Köpf, ppa.Sales management, AVENARIUS AGRO
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"Of all the sales training courses and sales coaching for field staff that I know of and have attended or made available to my employees over the course of my many years of career, your sales coaching with subsequent accompanying implementation coaching is the most efficient method of actually achieving success!"
Stefan Abel
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"A sales training with a lot of insight and practical experience, which was tailored to the respective requirements of the sales force. As a result, we were able - despite some challenges during this time - to exceed sales and appointment quotas for a considerable period of time."
Dr. Oliver Sauer
Dr. Oliver SauerManaging Director, GRABNER INSTRUMENTS
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“Thanks to structured sales training that was tailored precisely to our needs, we were able to significantly increase our sales within just a few weeks. Spurred on and mutually motivated by a significantly higher order intake, significantly more efficiency was brought into the sales system!"
Dominik Tomic
Dominik TomicField sales force, STARA electrical wholesaling
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"As a newcomer to the field service, it was initially difficult to acquire new customers and expand existing customers assigned to me. Through this sales training, I was able to make many more appointments and increase my closing rate significantly.”
Alexander Koblinger, MC
Alexander Koblinger, MCHead Sommelier Döllerer Headquarters & Quality Manager
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"The sales training was precisely tailored to our company and is an absolute must-have! Problems with new customer acquisition, up-selling and cross-selling are a thing of the past. These trainers & coaches are right in the thick of it. We recommend."
Tanja Wörle
Tanja WörleField sales force, Weinhaus Döllerer
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"This sales training was terrific and I really recommend it. Our sales coach paid special attention to our individual needs and picked me up immediately with his dynamism. Through this sales coaching by FROSCHARFF in the field service, successes based on new customers and the increase in sales were quickly visible. Many thanks for everything!"
DI Erwin Hauser, BSc
DI Erwin Hauser, BScHead of Drive Technology & Sales Management, TAT Drive Technology
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"Very professional, refreshing and implementation-oriented management training and sales coaching. The trainers and coaches from FROSCHARFF are very practice-oriented, respond intensively to questions from the participants and also provide support on the job at any time. Thanks a lot for this!"
Kevin Kamenar
Kevin KamenarField sales force, STARA electrical wholesaling
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“Thanks to this sales training, I now approach new and regular customers much more confidently. My wishes and specific questions in sales were always addressed. The FROSCHARFF company can really be highly recommended.”

your advantages

Together towards the goal

Immediately visible and measurable successes

through our unmistakable and proven success model to achieve visible and measurable success for your team and your company.

Fast return on investment (ROI)

through accompanying implementation coaching “on the job” and the active participation of our team in order to achieve the common goals.

Experts in sales training & coaching for 32 years

In Austria we are now considered to be the pioneers and experts in sales and distribution coaching with accompanying implementation “on the job”.

Well-known sales trainers are among our customers

Successful sales and management trainers in the DACH region are among our customers and work together with us on various projects in a respectful partnership.

Further successes even after training

Even after the training / coaching, we will take care of your team for a further 6 months free of charge and without obligation on all issues relating to what has been learned and measures that have been worked out for specific industries.

keynote speakers

Keynote speakers for trainers, coaches and consultants in the DACH region.

Languages: D, E, F

Contact us

free initial consultation | request further information