Technical Sales 2026
Technical Sales 2026 Seminar
The seminar is offered exclusively in German.
The ‘Technical Sales 2026’ seminar explores the requirements and success factors of modern technical sales in an increasingly digital, automated and knowledge-driven industry. It focuses on how technical sales professionals can better understand customer needs, develop sustainable solutions and build long-term customer relationships.
The demands placed on sales have changed fundamentally. Today, customers are not primarily looking for products, but for solutions to their challenges regarding productivity, quality, cost-effectiveness and future-proofing. As a result, the role of the technical sales professional is evolving from that of a traditional salesperson to that of a solutions consultant and strategic point of contact.
Technical Sales 2026
This seminar teaches practical methods for successfully combining technical understanding, process knowledge, business acumen and customer focus, thereby creating lasting customer value and competitive advantages.
1. The role of the modern technical sales professional
- The shift from product salesperson to solutions consultant
- Changes brought about by digitalisation and Industry 4.0
- Success factors for technical sales in the future
2. Understanding customer needs and challenges
- Identifying customer problems and areas for improvement
- Analysing processes and value chains
- Developing customer-focused solutions
3. Cost-effectiveness and customer benefits
- Evaluating technical solutions from an economic perspective
- Focusing on benefits rather than products
- Understanding investment decisions from the customer’s perspective
4. Technical understanding in sales
- Fundamentals of digitalisation, automation and Industry 4.0
- Understanding production and manufacturing processes
- The importance of standards, compliance and regulatory requirements
5. Communication and questioning techniques
- Understanding the language of different decision-makers
- Conducting successful conversations through targeted questions
- Building trust through expertise and customer understanding
6. Digitalisation, data and AI in sales
- Use of digital tools and CRM systems
- Using data as a competitive advantage
- Opportunities and limitations of artificial intelligence in sales
7. Success Factors and Common Pitfalls
- Building trust and credibility
- Presenting solutions rather than products
- Avoiding common pitfalls in technical sales
8. Methodology and Learning Format
- Interactive seminars and workshops
- Practical examples from industry
- Coaching and implementation support for companies