Central-station — Armin L Rau helps you with well-structured and effective coaching

Not Enough new Clients? Neglecting Existing Customers?

We help you find new clients through cold calling. We help your Account Management with our proven 10-month program for developing Key Accounts and several derived seminars.

New Client Formula (NCF): get important initial appointments, build good relationships and conclude business deals reliably via cold calling

Account Management Formula (AMF): 10-month coaching programme to increase share of wallet

Strategic Growth Formula (SGF): for decision makers: continuous, strong growth and promoted profitability

Outbound Sales Formula (OSF): do more business with both existing and new customers by telesales and close more deals

Choose from these four programs to find new customers, grow your existing business, grow strategically and close more deals effectively.

Depending on your needs, I will act as your agent or coach in these programs.

My promise:

I offer you a 100% money-back guarantee on all my services! If after two months you feel that my service does not meet your requirements, I will refund 100% of my fixed fee. You can do this without giving any reason. You can also terminate your cooperation with me at the end of each month. No risk. No fuss.

In these programs, I have pooled almost 30 years of experience in sales, account management and corporate management at world-leading companies such as Siemens, Manpower, and Swisscom.

I have successfully practiced the techniques myself and today I enable my clients to successfully implement this knowledge.

Blog Posts

Is experience everything in sales negotiations?

Many managers, directors and decision-makers rely on their experience when it comes to sales negotiations. But even with a lot of experience, good preparation is essential and very important for a successful sales negotiation, as is the ability to use the right negotiation techniques and a well-established sales force. In this VLOG you will learn what really matters in successful sales negotiations and which negotiation tips you can use to prepare and conduct them in the best possible way.

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How to fully understand your customer -

the customer development plan

As an account manager, you are responsible for going through a journey with your customer that ultimately leads to success for both parties. In doing so, you have a variety of tasks to consider, including a well-established sales force, pipeline management, and proper account maintenance.

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The 8 classical negotiation techniques:

How to build your negotiations

As an entrepreneur, managing director or decision maker, you have the to secure the best possible deals. The Management of the Sales Pipeline, which you can read about in other blog posts, contributes to this. You can learn about definition and relevance, success probabilities, the right target, relevant key figures and tactics for development and filling, by clicking on the respective links.

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The four phases of negotiation:

How to lead, bargain and secure your negotiations

As an entrepreneur, managing director or decision maker, you not only have the ambition to acquire the right customers and identify the relevant opportunities, but also to secure the best possible deals.

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Conducting negotiations successfully:

How to prepare yourself ideally in 7 steps

A sales pipeline is a summary of all sales opportunities that a sales person, business unit or company is pursuing with the aim of closing deals. A more detailed definition of the pipeline and a classification of its meaning can be found in this blog.

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The Seven Steps of Pipeline Management #5-7:

How to fill and develop the pipeline – sources and tactics

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Selling packages instead of services

What can you do to place additional services on the market? Often it makes sense for you to offer appropriate services for your products. However, billing on the basis of hourly or daily rates is then usually discussed. This is where the idea of building packages of products with corresponding services and pricing them with fixed prices or monthly installments arises in order to achieve reliable and repeatable sales. Now look at even more advantages in the VLOG.

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The Seven Steps of Pipeline Management #2-4:

Know your measurements, AS-IS-Pipe and GAP

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The Seven Steps of Pipeline Management #1:

How to set your sales target correctly

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Avoid Loss Leaders

A new topic from a coaching session: Do I go into tenders aggressively and write offers for new customers with big discounts to get the project? This is the tactic of so-called Loss Leaders. See in the new VLOG why I recommend against it at the beginning of a customer relationship.

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Not Enough new Clients? Neglecting Existing Customers?

My promise:

Cool links

Tips for more sales

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