1
Analysing your work organisation
- Identify your own obstacles and fears.
- Identify your motivations and expectations.
- Determine your areas for improvement in the business relationship.
- Analyse the constraints and room for manoeuvre inherent to your position.
Exercise
Take stock of your current commercial organisation.
2
Discerning your communication skills
- Get to know yourself in the face of pressure
- Determine your strengths and weaknesses in verbal and non-verbal communication.
- Identify the risks of emergency communication.
- Elucidate your stress symptoms: somatic, psychological and behavioural components.
Exercise
Self-diagnosis of your reactions to emergency and pressure.
3
Channelling your stress
- Use breathing and relaxation techniques.
- Set yourself goals and prepare yourself mentally.
- Adapt your behaviour to keep cool with customers.
- Gain energy and boost your strength of conviction.
Exercise
Relaxation, cardiac coherence, sophrology exercises (anchoring techniques, breathing, mental preparation)
4
Better preparing your sales interviews
- Put yourself in the other person's shoes.
- Recognise the techniques and pitfalls of buyers.
- Structure your arguments.
- Plan for the different scenarios.
Role-playing
Deal with customer pressure and maintain control during the meeting
5
Managing the priorities of your business action plan
- Give priority to priorities.
- Put the customer at the centre of your organisation.
- Be a force of proposals to improve the processes.
- Create synergies between the different objectives.
Exercise
Individual analysis of priorities and areas for improvement
6
Asserting yourself in the business relationship
- Don't give in to pressure and play for time if necessary.
- Know how to say No.
- Assert yourself without forcing matters.
- Maintain the relationship in times of stress.
Role-playing
Develop your assertive behaviour
2d
- 14h00 
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