Success factors for cold calling
Cold calling is still an essential tool for generating new customers for many companies today. This applies across all industries for companies in the IT sector, mechanical and plant engineering,...
Leave the competition behind you.
With the sales training courses from Lorenz-Seminare.
With our training concept, you create high performers in sales.
Online, in-house and hybrid.
Challenges that we solve for you
I notice that my team often buckles in price negotiations - even though we have good arguments.
If you want to represent prices confidently, you need a strong understanding of your role, clear benefit arguments and a good feel for purchasing tactics.
Suitable training
Leading price negotiations successfully offers intensive negotiation training with a focus on the reality of purchasing – including objection strategies, video analysis and argumentation boost for more confidence.
I have the impression that many discussions are going well - but in the end, the final step towards a deal is missing.
Closing the deal starts with your inner attitude – those who work towards the goal from the outset, use clear language and see objections as opportunities will sell more successfully.
Suitable training
PowerBooster – Closing skills is a compact online format with a big impact: In 2 x 0.5 days, salespeople learn how to lead, inspire and get to yes – including tools for digital meetings.
We are strong with existing customers - but when it comes to new leads, there is often uncertainty or reluctance.
Those who are convincing in the first few minutes – with a clear elevator pitch, clever questions and a strong attitude – are also more likely to win over new customers.
Suitable training
Winning New Customers – Elevator Pitch & Acquisition provides a practical approach to the formula for success for initial contacts, including discussion guidelines, door-opening techniques and practice phases with real feedback – ideal for sales professionals and beginners alike.
Our products stand for the highest quality - but in sales we have so far only delivered average quality.
Expectations are not enough when “MORE” is required. Expert-level training, clear goals and motivating leadership are key.
Suitable training
Success in Sales I to III lays the foundation for this “MORE”. Communication knowledge is combined with practical, rhetorical methods, conversation skills are combined with presentation skills, on site and on the web. Knowledge, a great set of methods and motivation that helps salespeople in B2B make above-average progress.
We have always focused on good products at good prices. Everything else was up to the customer. Now competitors are passing us by.
In B2B business, people do not consume on a whim, but buy according to technical and business needs. B2B customers today rightly expect their suppliers to understand their customers’ market and think ahead.
Suitable training
Solution Selling. Identifying and understanding the customer’s market and business models and embedding your own services in the customer’s value creation. Address and lead decision-making processes/buying centers in a targeted manner. Outline solutions, present them effectively and score points with individual arguments.
I realize that we lose too much time in lead generation - and don't even identify many good contacts.
Clever use of AI not only saves time, but also automatically discovers the best leads – through smart research, enrichment and automated follow-ups.
Suitable training
AI in Sales – Selling more efficiently with artificial intelligence is a practical full-day training course that enables sales teams to integrate tools such as ChatGPT, Clay or Zapier directly into their work processes – with their own mini-projects, hands-on exercises and a clear focus on saving time, automation and better closing rates.
Experienced trainers
Experts with many years of practical experience in their respective fields.
Tailor-made
Training concepts individually tailored to your needs and goals.
Measurable success
Demonstrable improvements through regular performance measurement.
Personally
Continuous support before, during and after training.
Sales training that delivers results.
Individually tailored to your needs.
Trainings
- Success in sales I and II
- Price discussions
- Selling with personality
- New customer acquisition
- AI in sales
Formats
- In-house training on site
- Hybrid training with blended learning
- Online training
- 90-minute knowledge bites
- Coaching
Procedure
- Analysis & goal clarification
- Individual training planning
- Organization of the training days
- Implementation by experienced trainers
- Transfer to everyday life
- Feedback & further development
Design your individual training with us according to your ideas.
Choose the topics, format and scope – we’ll make it happen.
This is what our enthusiastic participants say.
„Mr. Lorenz has a very pleasant way of imparting knowledge. His ability to read people and his quick-wittedness, even in non-specialist discussions, are impressive. I took away a lot of tools from the negotiation seminar, but above all a lot of motivation and self-confidence. Thank you very much! “
„Just like the last seminars: entertaining, interesting and a top speaker.“
„Very good approaches to building up communication in a more structured way, personally I have learned to make the sales talk even more targeted and successful.“
„Entertaining and likeable, I was able to take things away rhetorically. The three-finger formula is also very practical. In terms of content, I imagined different content or would like to see something different: - More exchange with my colleagues and derive measures from this that can be implemented directly in my own account - More concrete examples and exercises on the topic of accounting - e.g. active listening, listening to needs, etc. - Turning "negative" conversations with the customer around - practise more here - How do I deal with it if a third party (external PL on the KD side or similar) is involved and we have a divergent view of the project?“
„A great and meaningful training with an appropriate balance of theory, real cases and breakout sessions.“
„Guenter was extremely engaging and insightful. I took the most value out of the interaction with him, especially his feedback to my answers & observations. The class started off quite slow for me, with me already understanding many of the high level concepts in the beginning; that said I'm quite experienced. I got a high amount of value from considering the topics of "meeting [customer] where they are, evaluation of non-spoken queues, and "the 10 golden rules of sales". The discussion on target groups with the overall class was also very helpful.“
Knowledge
Discover more about sales.
DNDW® test
Understand who is sitting opposite you.
And thus develop potential.
In sales talks, we don’t just meet one type of customer. We bring ourselves into play, our personality and behavior. We sell “our way” and develop our own sales style over time. Avoid unpleasant conversations without results. Learn how to approach difficult customers better and align common interests.
Take the free DNDW-Test® and find out more about your salesperson type!
Create space for your strengths.
Start a consultation now!
Request a quote for your individual training now.
We look forward to getting to know you.