{"id":5166,"date":"2021-06-01T13:17:46","date_gmt":"2021-06-01T13:17:46","guid":{"rendered":"https:\/\/iwp-training.de\/professionell-verkaufen-3\/"},"modified":"2022-09-23T13:45:03","modified_gmt":"2022-09-23T13:45:03","slug":"professional-sales-3","status":"publish","type":"page","link":"https:\/\/iwp-training.de\/en\/professional-sales-3\/","title":{"rendered":"Professional Sales III"},"content":{"rendered":"<section class=\"wpb-content-wrapper\"><p>[vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; overlay_background=&#8221;custom&#8221; overlay_custom_background=&#8221;#30a348&#8243; overlay_opacity=&#8221;80&#8243; background_image=&#8221;2172&#8243; custom_background_color=&#8221;#30a348&#8243;][vc_column][tm_spacer size=&#8221;xs:70;lg:100&#8243;][tm_heading tag=&#8221;h1&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:25;sm:43;md:45;lg:45&#8243;]Professional Sales III[\/tm_heading][tm_spacer size=&#8221;lg:20&#8243;][tm_heading tag=&#8221;h2&#8243; custom_google_font=&#8221;&#8221; google_fonts=&#8221;font_family:Poppins%3A300%2Cregular%2C500%2C600%2C700|font_style:400%20regular%3A400%3Anormal&#8221; font_weight=&#8221;400&#8243; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:17;sm:20;md:20;lg:20&#8243;]Effective dialogues and objection handling for a targeted close to your talk[\/tm_heading][tm_spacer size=&#8221;xs:70;lg:100&#8243;][\/vc_column][\/vc_row][vc_row lg_spacing=&#8221;padding_top:40&#8243;][vc_column custom_border_color=&#8221;#30a348&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221; css=&#8221;.vc_custom_1646987655197{padding-top: 20px !important;}&#8221;]Key details of this training course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_bottom:80&#8243; xs_spacing=&#8221;padding_bottom:40&#8243;][vc_column width=&#8221;1\/2&#8243; order=&#8221;xs:3&#8243; offset=&#8221;vc_col-md-6&#8243; sm_spacing=&#8221;padding_top:40&#8243; lg_spacing=&#8221;padding_right:50&#8243; xs_spacing=&#8221;padding_right:0&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]In this course, participants learn how to conduct constructive <b>dialogues without misunderstandings<\/b> with a <b>positive inner attitude<\/b>. The rules of <b>objection handling<\/b> as well as intensive practice of <b>closing techniques<\/b> for the sales talk are central elements of this course.[\/tm_heading][tm_spacer size=&#8221;lg:40&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Target group[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]All employees who wish to handle objections skilfully and seal deals in the sales process.[\/tm_heading][\/vc_column][vc_column width=&#8221;1\/2&#8243; custom_border_color=&#8221;#ffffff&#8221; background_color=&#8221;custom&#8221; xs_spacing=&#8221;border_right:20;border_left:20&#8243; offset=&#8221;vc_col-md-6&#8243; custom_background_color=&#8221;#f5f5f5&#8243; lg_spacing=&#8221;padding_right:50;padding_left:50&#8243;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Duration[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image image=&#8221;3549&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-10 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]approx. 20 hrs[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_separator color=&#8221;custom&#8221; css_animation=&#8221;fadeInUp&#8221; accent_color=&#8221;#3b464c&#8221;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Course formats[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3550&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Pr%C3%A4senztraining&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]classroom training[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243; xs_spacing=&#8221;padding_top:20&#8243; sm_spacing=&#8221;padding_top:30&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3551&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Blended%20Learning&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]blended learning[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; background_image=&#8221;3075&#8243; custom_background_color=&#8221;#f5f5f5&#8243;][vc_column][tm_spacer size=&#8221;xs:40;lg:80&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Contents in detail[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li>Positive <b>inner attitude<\/b><\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li>Active <b>listening<\/b><\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li><b>Controlled dialogue<\/b><\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li><b>Classification of objections<\/b>: objection, pretext, condition<\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li>Deeper <b>dialogue techniques<\/b> for the sales process<\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li>Rules for <b>handling objections<\/b><\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li>Closing techniques<\/li>\n<\/ul>\n<p>[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243; xs_spacing=&#8221;padding_top:20&#8243;][tm_image xs_align=&#8221;center&#8221; image=&#8221;2370&#8243; lg_spacing=&#8221;padding_right:25&#8243; xs_spacing=&#8221;padding_right:10;padding_left:10&#8243;][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:40;lg:80&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_top:80;padding_bottom:80&#8243; xs_spacing=&#8221;padding_top:40;padding_bottom:40&#8243;][vc_column][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Scope of the course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_grid content_align=&#8221;center&#8221; centered_items=&#8221;1&#8243; equal_height=&#8221;1&#8243; equal_height_elements=&#8221;.tm-box-image.style-01&#8243; columns=&#8221;xs:1;sm:2;md:2;lg:2&#8243; column_gutter=&#8221;lg:50&#8243; item_max_width=&#8221;xs:315;lg:500&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3551&#8243; heading=&#8221;Blended learning&#8221; text=&#8221;approx. 11 hrs of digital self-learning units<br \/>\n2 x 90 minutes of virtual classroom<br \/>\n1 day of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3550&#8243; heading=&#8221;Classroom training&#8221; text=&#8221;2 days of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][\/tm_grid][\/vc_column][\/vc_row]<\/p>\n<\/section>","protected":false},"excerpt":{"rendered":"<p>[vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; overlay_background=&#8221;custom&#8221; overlay_custom_background=&#8221;#30a348&#8243; overlay_opacity=&#8221;80&#8243; background_image=&#8221;2172&#8243; custom_background_color=&#8221;#30a348&#8243;][vc_column][tm_spacer size=&#8221;xs:70;lg:100&#8243;][tm_heading tag=&#8221;h1&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:25;sm:43;md:45;lg:45&#8243;]Professional Sales III[\/tm_heading][tm_spacer size=&#8221;lg:20&#8243;][tm_heading tag=&#8221;h2&#8243; custom_google_font=&#8221;&#8221; google_fonts=&#8221;font_family:Poppins%3A300%2Cregular%2C500%2C600%2C700|font_style:400%20regular%3A400%3Anormal&#8221; font_weight=&#8221;400&#8243; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:17;sm:20;md:20;lg:20&#8243;]Effective dialogues and objection handling for a targeted close to your talk[\/tm_heading][tm_spacer size=&#8221;xs:70;lg:100&#8243;][\/vc_column][\/vc_row][vc_row lg_spacing=&#8221;padding_top:40&#8243;][vc_column custom_border_color=&#8221;#30a348&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221; css=&#8221;.vc_custom_1646987655197{padding-top: 20px !important;}&#8221;]Key details of this training course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_bottom:80&#8243; xs_spacing=&#8221;padding_bottom:40&#8243;][vc_column width=&#8221;1\/2&#8243; order=&#8221;xs:3&#8243; offset=&#8221;vc_col-md-6&#8243; sm_spacing=&#8221;padding_top:40&#8243; lg_spacing=&#8221;padding_right:50&#8243; xs_spacing=&#8221;padding_right:0&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]In this course, participants learn how to conduct constructive dialogues without misunderstandings with a positive inner attitude. The rules of objection handling as well as intensive practice of closing techniques for the sales talk are central elements of this course.[\/tm_heading][tm_spacer size=&#8221;lg:40&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Target group[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]All employees who wish to handle objections skilfully and seal deals in the sales process.[\/tm_heading][\/vc_column][vc_column width=&#8221;1\/2&#8243; custom_border_color=&#8221;#ffffff&#8221; background_color=&#8221;custom&#8221; xs_spacing=&#8221;border_right:20;border_left:20&#8243; offset=&#8221;vc_col-md-6&#8243; custom_background_color=&#8221;#f5f5f5&#8243; lg_spacing=&#8221;padding_right:50;padding_left:50&#8243;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Duration[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image image=&#8221;3549&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-10 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]approx. 20 hrs[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_separator color=&#8221;custom&#8221; css_animation=&#8221;fadeInUp&#8221; accent_color=&#8221;#3b464c&#8221;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Course formats[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3550&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Pr%C3%A4senztraining&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]classroom training[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243; xs_spacing=&#8221;padding_top:20&#8243; sm_spacing=&#8221;padding_top:30&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3551&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Blended%20Learning&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]blended learning[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; background_image=&#8221;3075&#8243; custom_background_color=&#8221;#f5f5f5&#8243;][vc_column][tm_spacer size=&#8221;xs:40;lg:80&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Contents in detail[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Positive inner attitude [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Active listening [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Controlled dialogue [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Classification of objections: objection, pretext, condition [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Deeper dialogue techniques for the sales process [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Rules for handling objections [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Closing techniques [\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243; xs_spacing=&#8221;padding_top:20&#8243;][tm_image xs_align=&#8221;center&#8221; image=&#8221;2370&#8243; lg_spacing=&#8221;padding_right:25&#8243; xs_spacing=&#8221;padding_right:10;padding_left:10&#8243;][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:40;lg:80&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_top:80;padding_bottom:80&#8243; xs_spacing=&#8221;padding_top:40;padding_bottom:40&#8243;][vc_column][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Scope of the course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_grid content_align=&#8221;center&#8221; centered_items=&#8221;1&#8243; equal_height=&#8221;1&#8243; equal_height_elements=&#8221;.tm-box-image.style-01&#8243; columns=&#8221;xs:1;sm:2;md:2;lg:2&#8243; column_gutter=&#8221;lg:50&#8243; item_max_width=&#8221;xs:315;lg:500&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3551&#8243; heading=&#8221;Blended learning&#8221; text=&#8221;approx. 11 hrs of digital self-learning units 2 x 90 minutes of virtual classroom 1 day of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3550&#8243; heading=&#8221;Classroom training&#8221; text=&#8221;2 days of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][\/tm_grid][\/vc_column][\/vc_row]<\/p>\n","protected":false},"author":2,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Professional Sales III | Institut f\u00fcr Wirtschaftsp\u00e4dagogik<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/iwp-training.de\/en\/professional-sales-3\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Professional Sales III | Institut f\u00fcr Wirtschaftsp\u00e4dagogik\" \/>\n<meta property=\"og:description\" content=\"[vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; overlay_background=&#8221;custom&#8221; overlay_custom_background=&#8221;#30a348&#8243; overlay_opacity=&#8221;80&#8243; background_image=&#8221;2172&#8243; custom_background_color=&#8221;#30a348&#8243;][vc_column][tm_spacer size=&#8221;xs:70;lg:100&#8243;][tm_heading tag=&#8221;h1&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:25;sm:43;md:45;lg:45&#8243;]Professional Sales III[\/tm_heading][tm_spacer size=&#8221;lg:20&#8243;][tm_heading tag=&#8221;h2&#8243; custom_google_font=&#8221;&#8221; google_fonts=&#8221;font_family:Poppins%3A300%2Cregular%2C500%2C600%2C700|font_style:400%20regular%3A400%3Anormal&#8221; font_weight=&#8221;400&#8243; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:17;sm:20;md:20;lg:20&#8243;]Effective dialogues and objection handling for a targeted close to your talk[\/tm_heading][tm_spacer size=&#8221;xs:70;lg:100&#8243;][\/vc_column][\/vc_row][vc_row lg_spacing=&#8221;padding_top:40&#8243;][vc_column custom_border_color=&#8221;#30a348&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221; css=&#8221;.vc_custom_1646987655197{padding-top: 20px !important;}&#8221;]Key details of this training course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_bottom:80&#8243; xs_spacing=&#8221;padding_bottom:40&#8243;][vc_column width=&#8221;1\/2&#8243; order=&#8221;xs:3&#8243; offset=&#8221;vc_col-md-6&#8243; sm_spacing=&#8221;padding_top:40&#8243; lg_spacing=&#8221;padding_right:50&#8243; xs_spacing=&#8221;padding_right:0&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]In this course, participants learn how to conduct constructive dialogues without misunderstandings with a positive inner attitude. The rules of objection handling as well as intensive practice of closing techniques for the sales talk are central elements of this course.[\/tm_heading][tm_spacer size=&#8221;lg:40&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Target group[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]All employees who wish to handle objections skilfully and seal deals in the sales process.[\/tm_heading][\/vc_column][vc_column width=&#8221;1\/2&#8243; custom_border_color=&#8221;#ffffff&#8221; background_color=&#8221;custom&#8221; xs_spacing=&#8221;border_right:20;border_left:20&#8243; offset=&#8221;vc_col-md-6&#8243; custom_background_color=&#8221;#f5f5f5&#8243; lg_spacing=&#8221;padding_right:50;padding_left:50&#8243;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Duration[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; 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offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]classroom training[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243; xs_spacing=&#8221;padding_top:20&#8243; sm_spacing=&#8221;padding_top:30&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3551&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Blended%20Learning&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]blended learning[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; background_image=&#8221;3075&#8243; custom_background_color=&#8221;#f5f5f5&#8243;][vc_column][tm_spacer size=&#8221;xs:40;lg:80&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Contents in detail[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Positive inner attitude [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Active listening [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Controlled dialogue [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Classification of objections: objection, pretext, condition [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Deeper dialogue techniques for the sales process [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Rules for handling objections [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Closing techniques [\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243; xs_spacing=&#8221;padding_top:20&#8243;][tm_image xs_align=&#8221;center&#8221; image=&#8221;2370&#8243; lg_spacing=&#8221;padding_right:25&#8243; xs_spacing=&#8221;padding_right:10;padding_left:10&#8243;][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:40;lg:80&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_top:80;padding_bottom:80&#8243; xs_spacing=&#8221;padding_top:40;padding_bottom:40&#8243;][vc_column][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Scope of the course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_grid content_align=&#8221;center&#8221; centered_items=&#8221;1&#8243; equal_height=&#8221;1&#8243; equal_height_elements=&#8221;.tm-box-image.style-01&#8243; columns=&#8221;xs:1;sm:2;md:2;lg:2&#8243; column_gutter=&#8221;lg:50&#8243; item_max_width=&#8221;xs:315;lg:500&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3551&#8243; 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background_color=&#8221;custom&#8221; overlay_background=&#8221;custom&#8221; overlay_custom_background=&#8221;#30a348&#8243; overlay_opacity=&#8221;80&#8243; background_image=&#8221;2172&#8243; custom_background_color=&#8221;#30a348&#8243;][vc_column][tm_spacer size=&#8221;xs:70;lg:100&#8243;][tm_heading tag=&#8221;h1&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:25;sm:43;md:45;lg:45&#8243;]Professional Sales III[\/tm_heading][tm_spacer size=&#8221;lg:20&#8243;][tm_heading tag=&#8221;h2&#8243; custom_google_font=&#8221;&#8221; google_fonts=&#8221;font_family:Poppins%3A300%2Cregular%2C500%2C600%2C700|font_style:400%20regular%3A400%3Anormal&#8221; font_weight=&#8221;400&#8243; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:17;sm:20;md:20;lg:20&#8243;]Effective dialogues and objection handling for a targeted close to your talk[\/tm_heading][tm_spacer size=&#8221;xs:70;lg:100&#8243;][\/vc_column][\/vc_row][vc_row lg_spacing=&#8221;padding_top:40&#8243;][vc_column custom_border_color=&#8221;#30a348&#8243;][tm_heading custom_google_font=&#8221;&#8221; 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align=&#8221;center&#8221;]Contents in detail[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Positive inner attitude [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Active listening [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Controlled dialogue [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Classification of objections: objection, pretext, condition [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Deeper dialogue techniques for the sales process [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Rules for handling objections [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Closing techniques [\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243; xs_spacing=&#8221;padding_top:20&#8243;][tm_image xs_align=&#8221;center&#8221; image=&#8221;2370&#8243; lg_spacing=&#8221;padding_right:25&#8243; xs_spacing=&#8221;padding_right:10;padding_left:10&#8243;][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:40;lg:80&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_top:80;padding_bottom:80&#8243; xs_spacing=&#8221;padding_top:40;padding_bottom:40&#8243;][vc_column][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Scope of the course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_grid content_align=&#8221;center&#8221; centered_items=&#8221;1&#8243; equal_height=&#8221;1&#8243; equal_height_elements=&#8221;.tm-box-image.style-01&#8243; columns=&#8221;xs:1;sm:2;md:2;lg:2&#8243; column_gutter=&#8221;lg:50&#8243; item_max_width=&#8221;xs:315;lg:500&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3551&#8243; heading=&#8221;Blended learning&#8221; text=&#8221;approx. 11 hrs of digital self-learning units 2 x 90 minutes of virtual classroom 1 day of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3550&#8243; heading=&#8221;Classroom training&#8221; text=&#8221;2 days of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][\/tm_grid][\/vc_column][\/vc_row]","og_url":"https:\/\/iwp-training.de\/en\/professional-sales-3\/","og_site_name":"Institut f\u00fcr Wirtschaftsp\u00e4dagogik","article_modified_time":"2022-09-23T13:45:03+00:00","twitter_card":"summary_large_image","twitter_misc":{"Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/iwp-training.de\/en\/professional-sales-3\/","url":"https:\/\/iwp-training.de\/en\/professional-sales-3\/","name":"Professional Sales III | Institut f\u00fcr Wirtschaftsp\u00e4dagogik","isPartOf":{"@id":"https:\/\/iwp-training.de\/en\/#website"},"datePublished":"2021-06-01T13:17:46+00:00","dateModified":"2022-09-23T13:45:03+00:00","breadcrumb":{"@id":"https:\/\/iwp-training.de\/en\/professional-sales-3\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/iwp-training.de\/en\/professional-sales-3\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/iwp-training.de\/en\/professional-sales-3\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Startseite","item":"https:\/\/iwp-training.de\/en\/"},{"@type":"ListItem","position":2,"name":"Professional Sales III"}]},{"@type":"WebSite","@id":"https:\/\/iwp-training.de\/en\/#website","url":"https:\/\/iwp-training.de\/en\/","name":"Institut f\u00fcr Wirtschaftsp\u00e4dagogik","description":"Moderne und nachhaltige Trainings","publisher":{"@id":"https:\/\/iwp-training.de\/en\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/iwp-training.de\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/iwp-training.de\/en\/#organization","name":"IWP","url":"https:\/\/iwp-training.de\/en\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/iwp-training.de\/en\/#\/schema\/logo\/image\/","url":"https:\/\/iwp-training.de\/wp-content\/uploads\/2021\/11\/logo_iwp_klein_menue.png","contentUrl":"https:\/\/iwp-training.de\/wp-content\/uploads\/2021\/11\/logo_iwp_klein_menue.png","width":160,"height":45,"caption":"IWP"},"image":{"@id":"https:\/\/iwp-training.de\/en\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.linkedin.com\/company\/iwp-institut-f\u00fcr-wirtschaftsp\u00e4dagogik\/"]}]}},"_links":{"self":[{"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/pages\/5166"}],"collection":[{"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/comments?post=5166"}],"version-history":[{"count":4,"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/pages\/5166\/revisions"}],"predecessor-version":[{"id":5744,"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/pages\/5166\/revisions\/5744"}],"wp:attachment":[{"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/media?parent=5166"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}