Motivation refers to the drive, the “motive” to want to achieve something specific and to be willing to take all necessary steps to achieve this goal. A basic distinction is made between two different types of motivation – extrinsic and intrinsic motivation.

Extrinsic motivation is understood to be the classic, often superficially transferred motivation from the outside, which provides a common goal for a totality, the achievement of which should be desirable. This can be coupled both with the mediation of positive incentives, such as a financial reward, with an incentive or also with the threat of negative consequences, e.g. with the expulsion from the company.

Extrinsic motivation is often and readily used because it does not necessarily require individual feedback from the “motivated” and it can be applied in groups. However, the major disadvantage of “extrinsic” motivation is that it usually only lasts for a short time and wears off after a few days, often after just three days, and therefore has to be repeated again and again.

The intrinsic form of motivation, in which the inner drive of the individual “players” or sales employees is awakened and an intrinsic process of development is set in motion, is somewhat more laborious in the first step, but lasts for a long time. That’s why I place the highest value in my seminars, especially in the course of the training, but also in the discussions with the participants, to address the individual ideas and abilities and to “strengthen” the individual strengths.

Being able to use the right technique at the right moment is the key skill for lasting success. Certain basic techniques are necessary, which you literally have to master in your sleep in order to be able to compete at all. Roger Federer, for example, practiced returns with the ball machine for five hours every day during his most successful period. This may seem excessive to the outsider, since for a long time he was the best the sport of tennis had to offer. However, mastering the most basic techniques in your sleep is the foundation for continued success – no matter what you do. A good driver performs most of his actions while driving unconsciously, without thinking about it.

In addition, there are some “special arts” and “tricks” that can turn even an average salesperson into a top salesperson if he or she not only knows them, but also uses them regularly and ultimately masters them.

In addition to the ability to master basic techniques, such as questioning techniques and thus the “coaching” of the customer, to know special “feints”, with each individual there is still the personal touch, the individual esprit, which makes it possible in individual cases to also use special techniques, which would even be counterproductive with others.

This approach to teaching sales techniques is necessary to bring out the maximum potential of a sales team and thus enable the maximum possible sales success of a company.

All the knowledge about the best techniques in the world is virtually useless if you are not able to apply them specifically in the sales process.

That’s why training plays a central role in my seminars, at least to break down the first hurdles or even concerns of the employees and to develop an initial trust and confidence in the functioning of the techniques taught.

During the training, all participants have the opportunity to experience and discover the playfulness of the implementation. Afterwards, however, it is crucial to ensure the lasting application of the learned contents, which must be the task of the person responsible for sales or the sales manager, which is why I strongly recommend the participation of the superiors in my seminars, together with the sales team, in order to ensure that the employees possibly do not fall back into the “old rut” after the first failures.

Of course, I am also available to the company after a completed seminar for questions and as a contact person for the content taught in the seminar.