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
Create or strengthen the relationship of trust
Enter into an agreement while preserving the interests of your company
Être à l’écoute et détecter les réels besoins
Prepare and lead the negotiation
Terms
Digital content before each group session
Access time up to one week prior to the start of training subject to availability
The topics are addressed in the form of short, concrete, varied exercises with individual debriefing
Implementation on the job in the following weeks according to an individual action plan
Digital content available 3 months after the end of the course
The tips are summarized on memory cards available on smartphone
Exchange of experience on the following day
Digital Content
Exercises
Action plan
4 weeks
Digital Content
Exchanges of experience
Exercises
Action plan
Application in a work situation
Schedule
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
Identify the real need
Customer Focus
Module
Hub
Develop sales opportunities
Experience feedback
-
Debrief on implementation of previous themes and modules
Social selling
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Getting connections
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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
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
Sales productivity
Module
Hub
Close the sale and perpetuate the relationship
Feedback on experience and modules
The competition
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Value our offer without criticizing the competitor
Conclusion of the sale
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All the tools to reach the "closing"
Dealing with a claim
Assess and enhance customer satisfaction
-
The partnership discussion
Session 4
1-Day
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