1

Defining the sales process

• Two different negotiation approaches : BtoB, BtoC
• Preparing the sales meeting
• To understand commercial process and the skills required
• Creating trust and encouraging the customer to listen.
• Introduction to Sales steps

2

Introduction : first contact

• Making a positive first impression
• Building a climate of trust
• Reinforcing your personal impact during the first meeting
• Using techniques to assert your charisma
• Reinforcing your power of persuasion using non verbal communication

3

Discovering your customer’s needs

• Identifying the factors involved in your customer’s act of buying
• Enhance your questioning and listening skills
• Adopting a listening-based approach
• Mastering the power of questioning and asking the right questions
• Understanding and integrating buyer’s needs
• Rephrasing your customer’s needs

4

Convincing customers with a winning argument

• Managing a customer value offer
• Convince customers with well-structured arguments
• The art of persuading through listening
• Creating an offer adapted to buyers using the SPICES method
• All about presenting your offer with the FAB approach
• Present your arguments clearly and convincingly