Oliver Schumacher
For their successful, good life Information you really need: Government-funded publisher, awarded the Global Business Award as Publisher of the Year: Books, Shops, eCourses, data-driven AI-Services. Print and online publications as well as the latest technology go hand in hand - with over 20 years of experience, partners like this Federal Ministry of Education, customers like Samsung, DELL, Telekom or universities. behind it Simone Janson, German Top 10 blogger, referenced in ARD, FAZ, ZEIT, WELT, Wikipedia.
Oliver Schumacher is a sales trainer and speaker. The speech scientist (MA) and business economist (FH) worked for 10 years in B2B field sales for the branded goods industry. Today, the five-time book author gives tried-and-tested tips and strategies on the topics of acquiring new customers, offer management and price negotiation. His main clientele are small and medium-sized companies that have their own sales force. More information at https://oliver-schumacher.de
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Negotiating sustainably, selling better: no deal at any price
Quite a few companies try extremely hard to win new customers with sophisticated strategies. The conclusion counts at all costs. Once the fish or the customer is on the hook, no one cares anymore - the deal is done. The wrong strategy. Conclusion lust vs. contract with rights and obligations In many companies,…
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Marketing & Sales Strategies: 10 Mistakes That Drive Customers Away
Customers want solutions, not problems! Rightly so. Unfortunately, not all companies have recognized this yet. These 10 typical mistakes show how it doesn't work. Customers want to solve problems Salespeople need to be active, not passive. No customer calls because they have nothing to do. Customers come forward because they have a problem that needs to be solved...
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Adhering to pressure and targets in sales: 6 tips for high sales performance
Many salespeople face the pressure of targets ahead. And at the latest the annual balance sheet shows the profits and losses in an unembellished way. There is often still room for improvement on the profit side. It can be so easy to become a professional seller. 6 tips: This is how you achieve decisive sales success One thing is clear: anyone who gains momentum with…
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How to Sell Expensive Products & Services: 7 Tips for Good Sellers
Many customers are consciously looking for high-quality, higher-priced products and expect a seller to present them to them. But that becomes difficult if the employees themselves are not behind the high sales price. Cheap is not always good Customers are often willing to pay more if they want an original and exclusive…
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Learning discipline for managers & salespeople: 3 rules for the “no endurance trap”
The level of suffering among salespeople and executives varies, especially in middle management. The decisive factor is how often and how intensely pressure turns into stress and at what level it is dealt with. Individual emotions generate different trains of thought and solutions. Strategies for processing (of pressure) Pressure and the associated stress must be counteracted. There are a variety of strategies for…
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Charisma as a craft for salespeople: This is how new customers work!
If you want to generate higher profits or expand your market share, you “only” have to win over the right customers. In practice, however, salespeople like to avoid this seemingly unpleasant job. Often because they lack the right tools. Don't accept excuses Acquiring new customers often sounds in the same breath as pandering or obtrusiveness. The unpleasant resonates for many sellers. Mostly sneaking...
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Long-term customer loyalty with the right strategy: 5 principles for sales success
Sellers should always sell more. But the quick conclusion alone does not bring lasting success. If you want to develop from a salesman with strong sales into an excellent salesperson, you should heed the following five principles. Principle 1: Undivided attention Overstimulation burdens us all. It is all the more important for sellers - despite the flood of information - to have the information that is important for their customers...
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New customer acquisition & acquisition in sales: scheduling is a must!
Unfortunately, professional scheduling is not one of the strengths of many sellers. Although essential for acquiring new customers, regular acquisition is often neglected. But courageously making calls and making appointments can be learned. Regular customers alone are not enough Interestingly, both sellers and employers accept the latent neglect of regular appointments to acquire new customers. You are content with…
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Sell better through networking: others inspire with clear goals
Not only executives need assertiveness. Those who succeed in inspiring others for their goals can achieve them faster and more easily. Important success factors for this are trust and clear rules of the game. Recognizing needs Everyone has their own needs, desires and goals. Some of them enforce theirs better than others. It is normal everyday life for managers not to...
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Discounts vs. High-priced sales: 10 tips for fearful sellers
Bias prevents sales success. If discounts are given prematurely, this harms the company. But the fault does not lie solely with the seller. Everyone must take responsibility for this. What solutions are there? Knowing and defusing the fearful situation Salespeople do not always act in a target-oriented manner for their company. Sometimes, due to their personality structure, ingrained courses of action and intuitive thought patterns, they pursue one for them...
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5 tips against fear in sales: The taboo for entrepreneurs break
Selling is part of everyday life for many medium-sized companies. Bringing in orders is a matter for the boss, even if he is not a “born salesman”. However, acquiring new customers is often difficult because unconscious fears cause blockages. Fears are normal – hardly anyone talks about them! Fear of Rejection The word fear is derived from “anghu” which means…
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Expensive products & services: 5 tips for optimal marketing
When stores fail to enthusiastically sell appropriate high-priced products, customers turn to the internet. The most important prerequisite is that the workforce themselves love to offer and sell at high prices. 5 tips for optimal selling: Customers always buy! The only question is: with whom? And at what price? If you want to spend money, you…
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Selling & Price Negotiation: Making Customers Happy
The seller's price is often higher than that of the customer. The topic of price negotiation is rather annoying for most sellers. But does everything really depend on the price when it comes to sales? Customers often act contradictory Customers are unpredictable. They get upset when, after filling up, the fuel is two cents cheaper a few kilometers away...
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Really Good Sell: 6 Tips to Increase Sales
Especially as a seller, it is important to continuously improve in order to win new customers and keep existing ones. Small improvements make the difference between an average and a professional salesperson - without the hamster wheel. 6 tips for the best sales pitch Sales pitches are essential in this job. To boost this again, preparation is the A...
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Referral Marketing as a sales promoter: 7 tips for good references
A recommendation often has a stronger effect than all of the seller's arguments. It is not uncommon for it to be the decisive factor in the fact that a purchase is actually made. The secret? Facts and figures are one thing. But this is where a human comes into play. Referral Marketing: The Personal Aspect A referral is an extremely effective sales tool. A recommendation is almost always…
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Sell optimally with an anti-stress mindset: 3 tips for the "I-take-this-now-personally-trap"
Is it possible to conduct sales calls stress-free? Hardly likely. Because the requirements for this job are extremely high. After all, sales success is decisive for the future of the company you represent. No more stress? Every seller knows pressure. The majority has come to terms with it and accepts it as a natural part of their everyday work. The…
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7 tips for salespeople & customers: deal optimally with rejection
Dealing with rejection is not easy. Many salespeople find it difficult to even get an appointment with the customer. And it doesn't always come to an end. With all due respect to spontaneity, good preparation is better. Why should the customer make an appointment? Why would a customer make an appointment with a salesperson who spontaneously…
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![Regular turnover & profit in sales: 8 tips [+ 4 times checklist]](https://e68zy2pxt2x.exactdn.com/wp-content/uploads/2019/umsatz-verkauf-sales-geld.jpg?strip=all&lossy=1&ssl=1&lazy=1 "Regular turnover & profit in sales: 8 tips [+ 4 times checklist]")
Regular turnover & profit in sales: 8 tips [+ 4 times checklist]
Sales determine the success of any company. Whether the fiscal year begins on January 1st or July 1st. Reflection and analysis of the completed period are a good basis for a professional start into an even more successful phase. Inventory comes before sales All salespeople wish for a new business year with strong sales. Was the past successful...
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Acquire & retain customers: 10 tips against customer churn
A lot of energy and time is invested in acquiring new customers. But as soon as salespeople have the customer, many fall into routine. Others fall into the regular customer trap: they think the customer will get in touch of their own accord. But customer churn can be avoided. 1. Wrong strategy Some companies encourage customer churn with their strategy. You focus...
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Better sell through networking: conclusion without penetrance
Have you ever been “talked into” something? No wonder you can only think of negative things when it comes to sales. Sellers are well advised to think carefully about what the customer really needs, to take objections seriously and to keep promises beyond the sale. The negative image When people are asked what spontaneously comes to mind when it comes to salespeople,…
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Anti-stress training for salespeople: relaxed to more sales - 9 steps
Sales talks always take place between people. This can cause surprises. And stress. 9 anti-stress strategies will help. Salespeople Stress: How It Happens and What You Can Do About It Salespeople are often expected to meet ever-increasing goals and quotas while also coping with the day-to-day stresses of their role. But selling always has...
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Salespeople & the fear of not closing: 5 tips for getting more orders than offers
Making offers is part of selling. But what goes wrong when salespeople prepare plenty of offers, but then no orders follow? Sellers and those responsible for sales must ask themselves this question. Why sellers write offers too quickly There are many reasons to fulfill the desire for a written offer. Often the seller just wants to be present, even if…
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Putting prices to the test: Gifted money does not make customers happy
The relationship between sellers and their prices is not always clear. Some orders only come about with high discounts. But although sellers are giving away cash, their customers are not satisfied. Price is a matter of opinion Sellers often mistake their prices for their weak point and give discounts too quickly. Really professional sellers, on the other hand, stand behind their prices.…
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Negotiate & sell with honesty: Attention customer!
Honesty is the best. This wisdom also applies to sales in the future. Only if the buyer and seller treat each other as equals can both partners derive lasting benefits from the sales process. Poor Seller Image Sellers need to sell. But some of them hardly understand their offer themselves and rip off their customers with false promises. It counts…
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Sales success with networking & small talk: sympathy counts
Regardless of the environment in which we move or the industry we work in: without a network, there is no success – neither professionally nor privately. Skillful small talk helps to make contact more easily and to market yourself better. Sympathy test for the thinking drawer As soon as two strangers meet for the first time, they subconsciously...
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Selling & Pricing: 3 Tips for Negotiating with Customers
Appointments for the field service are usually arranged by telephone. It is still common to keep as covered as possible with concrete information - especially when it comes to price. Is this taboo justified? Habits are changing In sales training courses in the 80s, salespeople learned how to answer the customer's question "How much will it cost me?" with sentences like "On the price...
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Do not give away money: Do not negotiate too nicely!
According to the motto "Don't offend", many sellers give away cash. A salesperson doesn't have to be sweet and nice! A clear discussion structure, a committed demeanor and honest communication bring more. Namely sales. More positive self-assessment needed Who hasn't experienced a pushy salesperson who simply texts the other person? One that was annoying and just didn't...
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Selling & negotiating is a matter of the head: Get out of your comfort zone!
Whether you are self-employed or an employee – anyone who sells is good for the company. It's just stupid that sellers all too often have a dysfunctional relationship with selling. It is precisely the inner attitude that decides on success and failure. Success ≠ Rest Far too often, salespeople pursue a passive behavior: the joy of apparent self-runners and existing customers, which of course…
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Sales Bringer Customer Wishes: 7 Steps to Sales
What goals and wishes, expectations and fears does the customer have? A needs analysis in 7 steps helps salespeople find out what the customer really wants. Bad purchases are thus avoided, as are useless customer appointments. Good salespeople understand customers, the main thing is that the customer buys. That hasn't been the case for a long time. Good salespeople also have a moral obligation to customers before a…
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Sales increase through new customer acquisition: 5 tips for acquisition
Customers are (not) something that can be planned. They come and go. For this reason alone, systematic new customer acquisition is necessary. However, for fear of rejection, even experienced salespeople often shy away from approaching potential buyers. No economic stimulus program for competitors Why do so many salespeople neglect the topic of systematic new customer acquisition? There are different reasons for this. It's not that rare to have...
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Selling Customer Acquisition & Customer Journey - 10 Tips: The Power of First Impressions
The first impression is crucial when acquiring customers. For getting started, for long-term cooperation, for the future. Companies and sellers should deal with it regularly, intensively and self-critically. 10 tips for this. 1. Problem of generalization Many people immediately generalize a spontaneously received first impression of a subarea to the big picture. For example, when you make a call...
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Gaining & retaining customers: 7 tips for good customer communication
If a customer is lost, the price is not always to blame. Communication often just doesn't work. Some sellers literally drive prospects away. Sample phrases can help say certain things. But they have to be adapted to one's own personality and to the individual situation. What customers really want – and what to avoid Customers want…
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6 Tips for Better Selling: Ask Questions, Win Customers!
Einstein said, "It's important not to stop asking." A good reason to deal with the topic of asking questions in sales - because you win customers with good questions. Questions in sales – 6 tips Questions are extremely important. But all too often they are seen rather negatively, in the sense of criticism...
![Regular turnover & profit in sales: 8 tips [+ 4 times checklist]](https://e68zy2pxt2x.exactdn.com/wp-content/uploads/2019/umsatz-verkauf-sales-geld.jpg?strip=all&lossy=1&ssl=1 "Regular turnover & profit in sales: 8 tips [+ 4 times checklist]")
