Open training

At 3 LINES we distinguish between internal and open training.

Open training courses involve participants from all kinds of companies. The optimum number of participants is 10, and the maximum is 12. Focus areas are the development of CHANGE-POWER-COURAGE management skills or ACQUISITION-NEGOTIATION-CLOSURE sales skills.

The training courses are run in Germany twice a year. Depending on enrolment, the location is Munich, Frankfurt, Essen or Hamburg. For exact details and training venues call us on +49 201 / 632764-0.

No open training courses in English are currently planned.

Programme

CHANGE-POWER-COURAGE – a course for managers

The main focus of this management training is to examine how people handle change, and what opportunities we have to experience and embrace changes.

DAY 1: OVERVIEW + INSIGHT

  • The company as a whole – From strategy to implementation
  • Self-image and external perceptions
  • The consequence of our experiences – Pros and cons
  • Changes and effects
  • The company and I, handling and the impacts of two cultures
  • Setting and communicating goals
  • Delegating responsibilities/tasks

DAY 2 and 3: EVERYDAY ACTIONS

  • Motivate or manipulate?
  • Planning and conducting development talks
  • Giving feedback
  • Praising
  • Active listening
  • Communicating "negative" decisions
  • Handling "negative" emotions
  • Planning, holding, recording and monitoring work meetings
  • Dialogue skills
  • The anti-stress programme

DAY 4 and 5: CHANGES, CRISES, CRITICISM, DECISIONS

  • Upselling
  • LEADING talks
  • Conflict management
  • Conflict resolution
  • Saying no
  • Reprimanding
  • Negotiating and handling objections
  • Monitoring and supervising

ACQUISTION-NEGOTIATION-CLOSURE – a course for sales staff

The main focus of this sales course is to examine how salespeople should behave with customers in order to create a WIN-WIN situation for all parties.

Day 1: Tasks and fundamentals

  • Seeing the customer as a whole
  • Which small customer details can be the difference between success or failure?
  • The consequence of our experiences, pros and cons
  • The fundamentals of identifying needs
  • Using references
  • How to behave during the first contact
  • Non-verbal communication

Day 2 + 3: Acquisition, talks and offers

  • Our acquisition strategy, the basis for our success
  • Cold acquisition and handling objections
  • Preparing for customer visits
  • Active listening
  • LEADING talks
  • Establishing customer benefit
  • Presenting and inspiring
  • Making concrete agreements
  • Presenting offers

Day 4 + 5: Negotiating, concluding deals, and managing customer relationships

  • The anti-stress programme
  • Prompting decisions
  • Justifying prices
  • Handling “negative” emotions
  • Handling objections
  • Goal-oriented establishment of customer relations
  • Giving feedback and praising appropriately
  • Targeted customer-loyalty talks
  • Preparing and LEADING negotiations
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