Sales Training Switzerland – Confidently to the Close
Confidently and Cooperatively to Success
✓ Key Facts at a Glance
| 1. | For whom: Sales staff, field representatives, sales teams, customer advisors and key account managers – from beginners to experienced professionals. |
| 2. | Format & duration: 1–2 days in-house sales training throughout Switzerland – CHF 2’500 per day for up to 12 participants, fully tailored to your situation. |
| 3. | Your 3 main benefits: higher closing rates – confident handling of objections – stronger, long-term customer relationships. |
| 4. | Your trainer: René Surber – over 20 years of experience in sales and communication training in Switzerland, with CONSENSIS since 2009. |
| 5. | Training methods: Practice-oriented, interactive, with role plays, real industry case studies and immediately applicable methods – no off-the-shelf programmes. |
| 6. | Next step: Request documentation non-bindingly or call directly: +41 79 441 88 87 |
Sales Training for Sustainable Success
In sales, small details often decide the outcome. Clear communication, a strong customer relationship and a confident manner are the most important success factors. Sales training helps to strengthen precisely these areas: everyday situations are analysed, practised in a realistic setting and translated into effective methods.
CONSENSIS offers practice-oriented sales training that covers all phases of the sales conversation and is individually tailored to your goals. Interactive exercises ensure motivation, exchange and maximum knowledge transfer for tangible results in your sales operation.
Benefits of Sales Training
Participants
- conduct sales conversations clearly, in a structured way and with a clear goal in mind
- prepare professionally for every stage of the sales process
- recognise opportunities and use them effectively
- gain confidence in negotiations
- present convincingly and with impact
- identify and expand customer needs
- defend prices and lead confidently to the close
- handle objections and difficult situations with assurance
Sales Training – Main Process Modules
(defined in detail in collaboration with you)
- Questioning techniques for leading and motivating conversations
- Preparing customer conversations effectively
- Key factors of communication in sales
- Questioning techniques for needs analysis
- Mastering all phases of the sales conversation
- Professional telephone communication in sales
- Compelling conversation openings
- Active listening and empathetic behaviour
- Presentation techniques
- Cross-selling and relationship building
- Referral management and networking
- Time and stress management in sales
- Conflict and objection handling
- Turning complaints into opportunities
- Negotiation techniques and closing
- From salesperson to reliable customer partner
Request sales training documentation.
Previous and Current Collaborations in Sales Training
Amag, UniversitätsSpital Zürich, StWZ Energie, Testex, Wenger & Vieli, HSG (St. Gallen), SwissRe (Zurich), FIFA Museum (Zurich), Fairmed (Berne), Zürich Versicherung, Stadtwerk Winterthur, MichaelPage, Migros, V-Zug, Amnesty International (Berne), Feinheit, ACS, atupri, Mepha, Die Post (Lucerne), CKW, UBS, Netstream, Sanitas, Samsung, Lindy, Micro, Hirslanden Kliniken, KPMG, Schweizer Paraplegiker Stiftung (Nottwil), Stadt Bern, Akzo Nobel, Avadis, Nestlé and many other valued companies.
In-house Sales Training in Zurich, Berne, Basel, Lucerne & throughout Switzerland
We offer sales training wherever you are. In the major Swiss cities Zurich, Berne, Basel, Winterthur, Lucerne, St. Gallen, Zug and Aarau – wherever your needs count. Based in Zurich, CONSENSIS has been conducting in-house sales training and sales coaching throughout Switzerland since 2009. Trainer René Surber brings direct practical experience from over 20 years of training. Whether at your premises in the greater Zurich area, the Berne and Basel regions, or in eastern and central Switzerland – we tailor the training precisely to your goals and your industry.
CONSENSIS conducts sales training in-house in: Zurich, Berne, Basel, Winterthur, Lucerne, Zug, St. Gallen, Aarau, Solothurn and Frauenfeld – as well as throughout German-speaking Switzerland.
The CONSENSIS Sales Training is a practice-oriented, in-house training programme for sales staff, field representatives and sales teams in Switzerland. Trainer René Surber has more than 20 years of experience in sales and communication training. Since , companies in Zurich, Berne, Basel, Winterthur, Lucerne, St. Gallen, Zug, Aarau and throughout Switzerland have been trained – tailored, hands-on and sustainably effective.
Client Testimonials – CONSENSIS Sales Training
★ Read all reviews on GoogleWe had a two-day course with him and I found it really interesting. Many communication topics were covered. It was always practical, so you could already practise things for everyday use. I can warmly recommend Rene and his course.
Top training! You can immediately tell that real experience is behind it. I was particularly impressed by the clear structures and the direct applicability of the methods taught. A real added value for everyone in the company. Highly recommended.
The two-day training was very professional, varied and impressive. I received a lot of information and will take quite a bit into my everyday work.
We look forward to hearing from you. Contact
Frequently Asked Questions about Sales Training in Switzerland
What are the 5 sales strategies?
The 5 most important sales strategies are Consultative Selling, Solution Selling, Relationship Selling, Value Selling and Social Selling. All strategies are practised hands-on in CONSENSIS Sales Training Switzerland and tailored to your industry.
1. Consultative Selling
The salesperson acts as a consultant. Needs analysis comes first, the offer follows after. This strategy is particularly prevalent in the Swiss B2B market where products require explanation.
2. Solution Selling
Instead of presenting product features, a tailored solution is developed for the customer's specific problem. The focus is on added value, not on price.
3. Relationship Selling
Long-term customer relationships take centre stage. Trust, reliability and personal closeness are decisive – a virtue that is particularly valued in Swiss business culture.
4. Value Selling
The concrete benefit for the customer is presented in figures and facts. This strategy convinces rationally minded buyers and is ideally suited to demanding Swiss business customers.
5. Social Selling / Digital Sales
Platforms such as LinkedIn are used in a targeted way to build trust, create visibility and generate qualified leads. A strategy that is also growing strongly in importance in Switzerland.
How do I get better at selling? (8 steps)
8 steps to better selling: research customers thoroughly, build a positive mindset, identify needs through active listening, work out the key benefit, lead through targeted questions, use partial decisions, see objections as opportunities, and follow up consistently. All of this is trained in CONSENSIS Sales Training Switzerland.
1. Research and prepare customers thoroughly
Knowing your customer, their company and their industry means conversations happen at eye level. Good preparation shows respect and builds trust – especially in Swiss business culture.
2. Build a positive mindset for customer contact
Mindset matters. Going into a conversation motivated and with genuine interest radiates competence and authenticity. That is the foundation of every successful sale.
3. Identify needs and expectations through active listening
Active listening is more than silence – it means genuinely wanting to understand. Through targeted follow-up questions and paraphrasing, you show real interest in your customer's needs.
4. Work out the most important benefit for the customer
Customers do not buy a drill, they buy a hole in the wall. Formulate your benefit in the customer's language – concrete, relevant and understandable.
5. Lead customers through targeted questions
Whoever asks, leads. Open W-questions open conversations, SPIN questions lead to insight, alternative questions make decisions easier. In CONSENSIS Sales Training, all relevant questioning techniques are practised hands-on.
6. Let customers make partial decisions instead of pushing for one big close
Small yes-steps build commitment. Leading the customer through partial decisions reduces the perceived risk and significantly increases the closing probability.
7. See objections as opportunities and respond objectively
Objections are buying signals. Responding calmly and solution-orientedly rather than defensively wins the customer's trust. Swiss business customers particularly appreciate this.
8. Follow up consistently and nurture relationships
After the close comes the next order. Whoever follows up reliably, documents agreements and nurtures relationships builds a loyal customer base – the most valuable resource in the Swiss market.
What are the 7 phases of a sales conversation?
A sales conversation has 7 phases: Preparation, Greeting and rapport building, Needs analysis, Presentation and proposal, Handling objections, Closing, Follow-up. All phases are systematically trained in CONSENSIS Sales Training Switzerland.
1. Preparation
Customer research, defining the conversation goal, preparing materials. Whoever is well prepared comes across as competent and confident.
2. Greeting and rapport building
First impression, small talk, building trust. The first few minutes often determine the course of the entire conversation.
3. Needs analysis
Ask questions, listen actively, recognise the true need behind the need. The most important phase for tailored proposals.
4. Presentation and proposal
Argue with benefits rather than listing product features. The customer wants to know what they gain from it – not what the product can do.
5. Handling objections
Respond calmly and objectively, interpret objections as interest. Whoever handles objections with assurance wins trust.
6. Closing
Actively lead to yes without pressure. Recognise the right moment and close confidently – in a partnership and respectful manner.
7. Follow-up
Record agreements, follow up, nurture the relationship. The close is the beginning of a long-term business relationship.
What is a good sales cycle in Switzerland?
A good sales cycle in Switzerland has 7 stages: Lead generation, Qualification, Needs analysis, Proposal creation, Presentation and negotiation, Close, and After-sales relationship management. In Switzerland, trust and long-term partnerships play a central role.
1. Lead generation
Network, referrals, LinkedIn and targeted acquisition. In Switzerland, referrals and personal contacts are the most effective sources of qualified leads.
2. Qualification
Clarify need, budget and decision-making authority before investing time. A qualified lead saves resources and increases the closing rate.
3. Needs analysis
Understand the customer's situation in depth. Whoever knows the need behind the need makes unbeatable proposals.
4. Proposal creation
Transparent, benefit-focused and calibrated to Swiss business culture. No fine print, no surprises.
5. Presentation and negotiation
Factual, without pressure, at eye level. Defend prices with confidence and aim for win-win solutions.
6. Closing
Clear and with defined next steps. A good close leaves both sides with a positive feeling.
7. After-sales and relationship management
The foundation for repeat business and referrals. Swiss customers are loyal – when they are well looked after.
When is a salesperson successful?
A salesperson is successful when they regularly hit sales targets, achieve high closing rates, generate customer satisfaction, build long-term relationships and remain resilient in the face of rejections. In Switzerland, word of mouth and long-term partnerships are the most valuable sales channels.
Regular target achievement
Consistently hitting sales targets shows that the methods work – not just occasionally, but systematically and repeatably.
High closing rate
What matters is not the number of conversations but the quality. A high closing rate shows efficiency, focus and customer closeness.
Customer satisfaction and referrals
Satisfied customers recommend. In the Swiss market, referrals are often more valuable than any marketing budget.
Long-term customer relationships
Repeat business and loyal customers are the foundation of sustainable success. Whoever builds trust needs to acquire less.
Continuous development
Markets change, customer needs evolve. Whoever trains and reflects regularly stays ahead.
Resilience in the face of rejections
Rejections are part of sales. Whoever sees them as a learning opportunity rather than a personal defeat retains their energy and focus.
What questioning techniques are there in sales?
The most important questioning techniques in sales are: open questions, closed questions, alternative questions, scaling questions, SPIN questions, counter-questions and hypothetical questions. All techniques are practised hands-on in CONSENSIS Sales Training Switzerland.
1. Open questions (W-questions)
They open conversations and invite stories: "What is particularly important to you in a supplier?" Indispensable in needs analysis to understand needs and motivations.
2. Closed questions
Suitable for qualification and summarising: "Have you already defined a budget?" Use sparingly as they can slow the flow of conversation.
3. Alternative questions
They facilitate decisions: "Would you prefer Tuesday or Thursday?" A gentle, partnership-based technique for the closing phase.
4. Scaling questions
They make priorities visible: "How important is data security to you on a scale of 1 to 10?" Very effective in longer advisory conversations.
5. SPIN questions (Situation, Problem, Implication, Need-Payoff)
This technique leads the customer step by step to the insight that they need a solution – without the salesperson having to say so. Particularly effective in the Swiss B2B environment.
6. Counter-questions
With objections, counter-questions help understand the cause: "What exactly do you mean by that?" They show interest and prevent premature answers.
7. Hypothetical questions
They open up the horizon: "Assuming the budget issue were resolved – would you then work with us?" This reveals whether a genuine willingness to cooperate exists.
What can I achieve in a sales training?
Professional sales training at CONSENSIS delivers: higher closing rates, more confidence in conversations, better understanding of customer needs, more professional communication, effective objection handling, stronger customer loyalty and immediately applicable methods from real cases in your industry. Measurable improvement from the first training day.
Higher closing rates
You learn to conduct conversations in a structured way, handle objections with confidence and recognise the right moment for the close. The result: more successful closes with the same number of contacts.
More confidence in conversations
Through hands-on exercises and role plays you gain routine and self-confidence, even in difficult or unexpected situations. Looking forward to customer conversations means you have the right inner mindset.
Better understanding of customer needs
You learn to listen actively, ask the right questions and recognise the true motivations of your customers. This makes your proposals more compelling and accurate.
More professional communication
You develop a clear, customer-oriented language, without jargon and without pressure. Your manner comes across as more competent and trustworthy.
Effective objection handling
Instead of stumbling when faced with objections, you respond calmly, objectively and solution-orientedly. Swiss customers particularly appreciate this.
Stronger customer loyalty
Good sales training conveys not just closing techniques but also how to build trust and nurture long-term business relationships. The foundation for sustainable success in Switzerland.
Immediate applicability
The best sales training works with real cases from your industry. You can apply what you have learned directly the next day in your sales operation – whether in Zurich, Basel, Berne, Winterthur, Lucerne or throughout Switzerland.
What does sales training at CONSENSIS cost?
Sales training at CONSENSIS costs from CHF 1’300 to CHF 2’600, depending on scope, duration and individual programme design. The training is in-house and fully tailored to your goals, industry and sales situation. Enquiries are non-binding – we are happy to provide an individual quote.
The price includes complete preparation and coordination with you, the training day(s) on site and follow-up materials. No off-the-shelf programmes – every sales training is newly developed for your situation.
Submit an enquiry: Contact or info@consensis.ch | 079 441 88 87
Which companies have worked with CONSENSIS?
Since 2009, CONSENSIS has worked with numerous leading Swiss and international companies. These include Amag, UniversitätsSpital Zürich, StWZ Energie, SwissRe, FIFA Museum, Zürich Versicherung, Migros, V-Zug, UBS, Samsung, Nestlé, Hirslanden Kliniken, KPMG, Schweizer Paraplegiker Stiftung, Stadt Bern, Die Post, CKW, Sanitas, Testex, HSG, MichaelPage and many other valued companies.
The training covered sales, telephone communication, negotiation, presentation and leadership – in-house and tailored to the respective goals.
Related Training – Sales and Communication
- Negotiation Training – Negotiate successfully in sales and management
- Telephone Sales Training – Win customers confidently by phone
- Trade Show Training – Make contacts and build networks effectively
- Cold Call Training – Open new doors with confidence
- Presentation Training – Present convincingly and achieve your goals
Your Trainer – René Surber
René Surber is the owner of CONSENSIS and has more than 20 years of experience as a trainer and coach. His core competencies include sales training, negotiation, communication and customer relationship management.
Before founding CONSENSIS in 2009, he worked as a behavioural and communication trainer at Krauthammer International. His earlier career took him from ETH Zurich via Swissair and foreign exchange specialists to leading the service centre of a non-profit organisation. This combination of real leadership and sales experience with professional training expertise shapes his style: practice-oriented, human and results-focused.
He has delivered sales training for Nestlé, UBS, SWISS, SwissRe, KPMG, Migros, Samsung, Swiss Post, the University Hospital Zurich and many other leading organisations throughout Switzerland.
Last updated: | CONSENSIS Training, Zurich
