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Sales

Build the relationship, negotiate and conclude

Our sales training leads to the relationship construction, negotiation and conclusion of the sale. Our programs are in the classroom, in digital training or blended learning.

 

Goals

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Create or strengthen the relationship of trust

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Enter into an agreement while preserving the interests of your company

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Être à l’écoute et détecter les réels besoins

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Prepare and lead the negotiation

 

Essentials

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Duration
4 days in-class, once a month + 4h of digital learning

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Public
Sales, sales of products or services to professionals

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Tariff
2 920€ DF

 

Terms

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Digital content before each group session

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Access time up to one week prior to the start of training subject to availability

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The topics are addressed in the form of short, concrete, varied exercises with individual debriefing

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Implementation on the job in the following weeks according to an individual action plan

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Digital content available 3 months after the end of the course

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The tips are summarized on memory cards available on smartphone

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Exchange of experience on the following day

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Digital Content

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Exercises

Action plan

4 weeks

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Digital Content

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Exchanges of experience

Exercises

Action plan

Application in a work situation

Schedule

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Digital invitation

 &

 preparation

Create a relationship of trust

5 key attitudes in sales and negotiation​

  • Scenario exercise

Preparation

Active listening: decode weak signals

Deal with objections: have the appropriate response to the objections of its prospects

Communicate with impact

  • Practice with personal advices

Session 1
1-Day

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Identify the real need

Customer Focus

Module

Hub

Develop sales opportunities

Experience feedback 

  • Debrief on implementation of previous themes and modules

Social selling

  • Getting connections

  • Social media: best practices

Meet the decision maker: appointment booking by phone, elevator pitch, first contact​

Identifying the real need: successful discovery

Session 2
1-Day

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Fields of negotiation

Defence of price

module

Hub

Lead the negotiation

Feedback on experience and modules

Identify the decision makers

  • Exercise: obtain information and meet with them

Formulate and defend our recommendation

  • Orally and in writing, present the benefits

Defence of price

  • Practicing to Master this Key Objection

Negotiating with a group: training

Session 3
1-Day

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Sales productivity

Module

Hub

Close the sale and perpetuate the relationship

Feedback on experience and modules

The competition

  • Value our offer without criticizing the competitor

Conclusion of the sale

  • All the tools to reach the "closing"

Dealing with a claim

Assess and enhance customer satisfaction

  • The partnership discussion

Session 4
1-Day

 

Do you want to know more?

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