Service Sales / Actively Marketing and Selling Services

Get to know the special aspects and apply the right levers for your success.

Seminar Description

Selling services that you cannot see, touch, smell or hear - many customers find it difficult to do so. It is even more difficult if the service aims at preventive purposes. The question is how to explain the value or features of a service so convincingly that the customer is thrilled and buys from you. And when is the best time to make an offer? Service offers need explanation and the customer cannot simply take them off the shelf. All the more, emotionalizing and measurably increasing customer value in the argumentation counts for the respective customer.

Yet, services currently offer far greater potential for differentiation and customer loyalty than products!

Your Benefit

New businesses, new challenges

You will learn about the special features and the success factors in service and service sales and will be able to recognize the high-priority factors in the sales talk that count for your customers.

After the seminar, you will be able to define the different needs of the contact persons in different functions and formulate appropriate lines of reasoning. You will acquire methods to prepare and successfully complete solution-oriented sales and consulting discussions as well as to recognize and utilize customer behavior. You will learn how to identify and systematically develop intrinsic value customers.

With the tool box that you receive in the seminar you can react flexibly and offer solutions situationally.


Plan your success – with profound and current know-how

  • Move from the sales strategy to your own sales tactics
  • Strategically segment and develop customers
  • The principle: consultative value service selling
  • Emotionalization and strategic marketing of ser-vice products
  • The three pillars of successful service sales: Customer typology, Commitment, Stage sale
  • Action plan to realize and increase the success of individual sales goals


The right mix is what matters: our methods for your success

  • Trainerfeedback.
  • Keynote speeches
  • Plenary discussions
  • Group work
  • Case studies
  • Realistic sales role play scenarios
  • Presentation with feedback: The participants present their service and the resulting customer benefit. Each participant receives detailed feedback from the coach.

Target group

Who is the seminar for?

Technicians, engineers, and account managers who have sales experience, who are or will be involved in service sales – across all industries.

Speakers and Trainers

The speakers and coaches at the ISS International Business School of Service Management are active managers, entrepreneurs and consultants with many years of service experience.


Duration: 2 days (classroom training)


Start/End: 09:00 am to 05:30 pm each


We will inform you about the location of the event in due time.

Our Services

What you can expect from us:

  • Seminar participation & networking
  • Seminar documents
  • Drinks and lunch
  • Certificate of attendance


Please contact us for a selection of hotels for your accommodation.

Your Investment

Seminar € 1,860.00 plus VAT


Business Networking Package

The Business Networking Package is optional and includes the individual support of the participant throughout the entire duration of the course. Evening events with course participants and accommodation in the same hotel promote networking between the participants and increases their motivation. This package was developed for holistic learning and has proven to be a valuable addition to the course.
The price is subject to fluctuations due to the event and hotel selection and is communicated individually.

Information and registration

ISS International Business School of Service Management

Dorotheenstraße 29 a
D-22301 Hamburg
Fon: +49 40 53 69 91-55
Fax: +49 40 53 69 91-66

We also offer all seminars and courses in-house, in English, customized and on demand.
Subject to change.