Business skills

More and more sales negotiations are being conducted online. This has many advantages, but also creates challenges. This e⁠-⁠training course, designed for experienced sales managers and sales professionals, deals specifically with the characteristic features of online negotiations. How can you build good relationships with your negotiating partners? How do you utilize the most constructive communication possible in online negotiations? And how do you resolve difficult situations? This e⁠-⁠training course answers these questions and shows you how online negotiations can intelligently and profitably expand your repertoire as a negotiation expert.

"No!" does not always mean no. Objections do not mean disinterest on the part of the customer, but quite the opposite, potential attention. In order to be able to recognize, decode and, in the best case, crack objections from the other party, this course presents the ten most frequent objections and how to react to them. For example, the Acknowledgement Method, which consists of four stages - the acknowledgement phase, question phase, argumentation phase, and activation phase - has proven particularly effective here.

The Kanban Board is more than a planning tool. First, learn about the Board's development in the Japanese automotive industry, and get to know the "flow idea" behind Kanban. This will enable you to use the method more creatively and purposefully. Also included you will find a case study from the manufacturing industry that helps to apply Kanban to real life. Learn about the different ways to use a Kanban board and the most important elements such as "Work in Progress Limits" and the "Pull Principle".

Learn about the background and development of Scrum as described by Jeff Sutherland in his book "The Scrum Revolution" where Sutherland references the Toyota Principle and the Plan-Do-Check-Act Method. Additionally, get to know the basics of Scrum such as working in teams, focused work, and the division into product owner, scrum master and team. Finally, learn what the organization of a project looks like, according to scrum.

This e⁠-⁠training was developed by design thinking practitioners. At the center is a real-life, anonymized project demonstrating how a manufacturer of garage doors developed new products and solutions using a design thinking process. Here, you will be introduced to concepts such as the problem space, the solution space, and the prerequisites needed in order to apply design thinking. In a special chapter, the Persona Concept is also presented using a practical example.

One of the major challenges for business experts is the communicative complexity of dynamic groups. Trainers and presenters often encounter having to slow down frequent speakers, reset after disruptions, and keep composure in awkward situations. In this course, you will become familiar with these challenges and learn solutions that can help.

Far too often, meetings are perceived as time wasters, which is indicative of just how frequently meetings are badly organized and run. The fact is, meetings fulfill important purposes every day. They are a good format for bringing everyone up to speed, help to identify what's going wrong, and can be used to generate new ideas. Without meetings, we would miss out on critical communication that keeps us afloat in a competitive, ever-changing market. Learn about various meeting formats, how to foster a productive atmosphere as the moderator of a meeting, and acquire all of the necessary tools for dealing with a broad range of challenges—from long-winded ramblers to interrupters.

Every company wants creative employees with a neverending supply of good ideas. The phrase "Be creative!" has probably never spurred anyone on to imaginative high performance. But creativity can be encouraged and practiced. This e⁠-⁠learning introduces methods and techniques to generate creative ideas including Brainstorming and Brainwriting, the 635 Method, the Six Thinking Hats, the Walt Disney Method, and Stimulus Image Analysis. You will also receive valuable tips and "recipes" for a successful process. Additional transfer tasks help participants to integrate what they've learned into their everyday work.

This e⁠-⁠learning discusses special features of online training and how to prepare an online training environment. Learn about special features in the knowledge acquisition phase and how to activate and manage participants.

Almost all the rules that apply to face-to-face meetings apply to online meetings as well. But besides good preparation, structured execution, and clear follow-up, other topics also play an important role. How do we deal with requests to speak? How can we hold creative meetings online? And how can we establish social proximity and trust in online meetings? Regardless of the features offered by online meeting tools and apps, this e⁠-⁠learning discusses how online meetings can also be made productive.

One of the essential formats for the effective transfer of knowledge is face-to-face training. In this course, you will learn the basics of planning and designing a classroom training. This includes obtaining (and, if necessary, requesting) a goal-oriented briefing, elaborating on the goals of the training, planning the contents and methods, while also considering organizational challenges.

When building relationships in sales, it's not so much numbers, data and facts that count, but rather personality and likeability. One of the most important methods to achieve this is small talk. In this course, users will learn how to use small talk to build relationships. Additionally, this course discusses how you can use body language to respond to body language signals coming from the other person.

Have you recently been excited to buy something or try a new service? What was it that grabbed your attention? It could’ve been a lot of things, but typically, when you're energized about a purchase, that means that the company you’re about to give money to did a great job of prioritizing the customer during the product or service's development. In this course, you will learn about customer focus and get tips on how to entice customers to try out the latest products or services.

Negotiations do not always follow the same pattern. There are negotiating partners* who can make life difficult for you and can present you with real challenges in a negotiation. In this e⁠-⁠training you will learn the most important tools to keep the upper hand even during difficult negotiations. How do you deal with conflicting interests? How do you manage to get a stalled negotiation going again? How do you confidently defend yourself against attacks and not get distracted from your negotiation goal? This course not only answers these questions but shows you how to achieve positive results, even in the most complex negotiations, by preparing efficiently.

Successful negotiations are not based on luck, but on learned skills. This e⁠-⁠training introduces the most important tools needed to conduct successful negotiations. How can you strengthen the basis of your negotiation and enter well prepared? How do you know when to continue a negotiation and when to stop? How do you unerringly present your offer to your negotiating partner and argue the benefits of your product? This e⁠-⁠training provides useful answers to these questions. It shows you how you can successfully conclude your next negotiation via efficient preparation and highlighting benefits.

These values highlight the significance of individuals and interactions, achieving meaningful outcomes, fostering close collaboration with customers, and embracing flexibility in the face of change. The emphasis is on effective communication to consistently deliver valuable results.

Good preparation and organization are essential ingredients for a convincing presentation.

The knowledge acquisition phase is the core of your skills and practice-orientated training. It is therefore important that you pay particular attention to this part of your presentation.

The key to long-term success is transforming knowledge into actionable skills! Exercises, discussions, Q&A sessions, and role-playing activities all help in this process.

In the testing phase, the aim is to adapt prototypes to the needs and wishes of customers as far as possible. The micro demonstrates how this can work cost-effectively and analogue using two methods.

Online training is more effective when participants are regularly involved. Here we present strategies on how to achieve this.

How you can use the right arguments to convince management of the need for process management

The clear categorisation of roles helps to identify the responsibilities and competencies of individual work steps during the ongoing process. This simplifies communication and ensures a smooth process.

If you know about Responsible AI, it can help you to evaluate and deal with artificial intelligence in your everyday life.

AI poses new challenges for many industries. This micro describes how these industry-specific challenges can be met through Responsible AI.

The 5 Why method offers a way of getting to the root causes of problems. It is explained here!

Stakeholders are an important influencing factor in classic project management. Assessing and managing them is the task of a project manager.

In project management, it is important to identify and assess risks at an early stage. This micro shows how this works and when countermeasures are necessary.

This micro focuses on the characteristics of a project, specifically how to clearly distinguish a project from a task and plan accordingly.

Four success factors contribute significantly to the success of a project. This micro focuses on clear responsibilities, project assignment, kick-off, and the planning phase.