Sales training with models by Schulz von Thun
Sales training with the Schulz von Thun models
Psychologically grounded sales training using Schulz von Thun's models – practical, effective, and tailored to your company.
Selling effectively with sound communication psychology
Today, successful selling is determined not only by product features, but much more by Communication, relationship building and personal impact. Sales clerks do not only have to conduct conversations in a structured manner, but also understand psychologically, what happens with the customer – and with themselves.
My Sales training with the Schulz von Thun models connects practical sales craft with proven communication psychology. The goal is to make sales conversations clearer, more effective, and more sustainable – for better conversion rates, satisfied customers, and confident sales professionals.
Why communication psychology is crucial in sales
In sales conversations, multiple levels always operate simultaneously: content, relationship, emotions, expectations, and inner attitudes. This is precisely where my sales trainings have a powerful impact, because they focus on more than just techniques.
The Schulz von Thun models help sellers to,
- oneself and customers better to understand
- Recognizing misunderstandings early
- die to consciously control one's own impact
- Conducting conversations professionally even in difficult situations
As a trained Communication consultant and trainer do I work with the proven models from my training at
Schulz von Thun Institute for Communication
and apply these specifically to everyday sales activities.
Central models of Schulz von Thun in sales training
The Communication Square
Learn to sell, Messages on four levels to understand and consciously send (factual content, relationship, appeal, self-disclosure) – a key to clear, customer-oriented communication. In the training, we reflect on which ears are most pronounced in both the salesperson and the customer.
The Inner Team
This model helps sellers to, inner ambivalences (e.g., closing pressure vs. customer orientation) and to manage them with confidence – especially important in challenging sales conversations. What does the salesperson's „inner sales team“ look like? And what needs and ambivalences does my customer have?
The Riemann-Thomann Model in Sales
Using the Riemann-Thomann model in sales, salespeople develop a better understanding of different customer types, needs, communication styles, and expectations – and adapt their conversational approach to the situation. Additionally, they also gain a better understanding of their own needs and how they act in sales conversations.
Contents of the sales training using Schulz von Thun models
The content is tailored individually to your company. Typical topics include, for example:
- Fundamentals of effective Sales communication
- Structure and phases successful sales pitches
- Needs assessment and benefit argumentation
- Questioning techniques in sales
- Objection handling and focus on completion
- Dealing with difficult customers and conversation situations
- Telephone sales and outbound calls
- Personal stance, impact, and self-control in sales
- my own needs and the needs of my customers
- my own attitude as a salesperson
- Working with participants' practical cases
The focus is consistently on Practice, transfer, and applicability.
Formats & Execution
The sales training can be implemented flexibly:
- In-person training Internal or external
- Online training
- Blended Learning (Combination of in-person and online)
- Half-day, full-day or multi-day training formats
- In addition: Coaching in the workplace or in the field sales force
- Feedback on real customer conversations
- Accompanying sales representatives
- Individual development impulses
This is how we jointly ensure that the participants be able to apply directly in everyday work.
Target audience for sales training using Schulz von Thun
This sales training is specifically aimed at:
- Sales representatives in inside and outside sales
- Key Account Manager
- Sales and Distribution Manager
- Sales managers
- HR managers and L&D professionals
- Companies that their Develop sales competence sustainably would like
Suitable for Beginner, experienced sales representatives and mixed teams.
Your benefits as a company
- Sustainable improvement of conversation quality in sales
- Higher graduation rates through effective communication
- Greater security and sovereignty for sellers
- Better understanding of customer needs
- Reduction of misunderstandings and conflicts
- Motivated, reflective and effective sales representatives
- Solid combination of Practice + Psychology
Curious? Contact me now for a free initial consultation!
Call me at 0179 / 922 620 3 or write me an email at gm@m2b.de or over my Contact form.
Let's get to know each other – and I will gladly advise you on the implementation of your project and prepare a free, no-obligation quote for you.
Book an appointment for a free introductory consultation here.
As an online meeting via Microsoft Teams or phone call, as you prefer.