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Course : Improve your sales techniques

intensive workshops

Improve your sales techniques

intensive workshops

Average of customer reviews Average of customer reviews Average of customer reviews Average of customer reviews
4,9 / 5


How can you reach the right person to grow your sales volume? What approaches can be used to identify and target customer motivations and needs, create value, and set you apart from the competition? This training-workshop will enable you to develop and consolidate your commercial know-how and skills.


INTER
IN-HOUSE
CUSTOM

Practical course in person or remote class

Ref. VEN
  2d - 14h00
Price : Contact us

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How can you reach the right person to grow your sales volume? What approaches can be used to identify and target customer motivations and needs, create value, and set you apart from the competition? This training-workshop will enable you to develop and consolidate your commercial know-how and skills.


Teaching objectives
At the end of the training, the participant will be able to:
Improve the effectiveness of first contact
Enhance your collection of strategic information
Bolster your case and set your offer apart from the competition
Detect buying signals to seal the deal

Intended audience
Salespeople and technical salespeople.

Prerequisites
Experience in B to B sales is required. Good knowledge of the fundamentals of sales techniques.

Practical details
Role-playing
Progressive practical workshops on hard and soft skills (more than 50% of the training time). Role-playing. Toolbox.
Teaching methods
Active and participatory instructional methods. Alternating theory and practice, and how they apply to the participants’ context and experience

Course schedule

1
Making an appointment with a decision-maker

  • Structuring an active referral: getting a referral.
  • Identifying why the other person would want to meet with you.
  • Communicate that benefit to him or her enthusiastically.
Hands-on work
Workshop: Identify the people in your portfolio from whom you can obtain a recommendation.

2
Gaining trust in the first few minutes

  • Better understanding the customer and building trust: 4x20 rule.
  • Using the four vectors of communication: voice, posture, gaze, physical presence.
  • The importance of non-verbal communication.
  • Addressing a defensive, reserved attitude.
Role-playing
Workshop: Sales pitch. Present your company in one minute .

3
Identifying the needs and motivations for a purchase

  • Discovering the client's strategies: objectives, constraints, issues.
  • Identify the influence network.
  • Setting sales priorities based on the buyer's objectives.
  • Determining your contact's motivations.
  • Use discovery tools: Questions, empathy, active listening, rephrasing.
  • Identify your contact's communication style and adapt to it.
Role-playing
Workshop: Apply discovery tools in a brief contact setting. Group debriefing.

4
Honing your argument

  • Choose arguments based on information collected in the discovery phase.
  • Build and structure your argument.
  • Know how to communicate in terms of client benefits.
  • Selling by proof.
  • Stand apart from the competition.
  • The three price presentation techniques.
Role-playing
Workshop: Presenting the solution directly related to the needs identified during the discovery phase.

5
Addressing objections

  • Attitudes to adopt in face of objections.
  • Three key steps to addressing objections.
  • Addressing techniques.
Role-playing
Workshop: practical training on the most frequent objections.

6
Get the customer's commitment

  • Detecting buying signals.
  • Choosing the right way to seal the deal.
  • Capitalizing on knowledge: Readout of the interview.
  • Mastering loyalty strategies to make each customer an ambassador.
Role-playing
Workshop: recognize buying signals and warning signals. Effectively concluding the sales meeting. Writing the readout.


Customer reviews
4,9 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.


Dates and locations
Select your location or opt for the remote class then choose your date.
Remote class