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From prospection to closure via the defence of margins, this programme covers all the features of the commercial landscape of product and/or service salespeople. Every step of the sales action is trained - with specific reference to the professional environment of each participant.
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Benefits :
- Mastering every step of the sales process
- Transforming every client into an Active Reference
- Prospecting with success
- Penetrating new markets
- Handling difficult situations
- Gaining self confidence and effectiveness
- Defending price, margins and benefits
- Closing the sale
- Developing a lasting partnership
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Audience :
- Sales representatives for products and/or services
- Section heads
- Sales engineers
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Day 1: Opening doors
- The ideal profile and criteria for excellence of the high sales performer
- Fundamentals of inter-personal communication
- Questioning our assumptions and habits as a basis for learning new sales practice
- The Recommendation: turning every client into our best possible salesperson
- The 5 key attitudes of commercial negotiation
- The 4 types of client conversation: relationship, possibilities, opportunities, agreement
- Telephone prospecting: rhythm, contact, barriers, tailoring
Day 2: Understanding the client
- The power of questions, formulating, directing, motivating to create or discern needs
- Self-management in difficult situations; handling the emotional side of the relationship
- Hearing or listening...what should we do to truly understand the other’s needs?
- ‘The Briefcase’: a tool to formalise our preparation and obtain the very best result from our sales meeting
- The ‘meta-message’: a message beyond words – how to decode what our clients do not voice
- Best-practice training on client cases
Day 3: Defending our solution
- Unique buying reasons: highlighting client benefits for a more impactful presentation of our arguments
- The ‘doctor’-attitude: giving our advice assertively to instil confidence
- Knowing how to say NO – clearly state our position and stick to it.
- Presenting our final proposal: the 14 criteria for verbal communication
- Dealing with objections. How can we detect them, what are the most effective modes of response? How do we adapt them to each context? Creating our own personal sales booklet
Day 4: Getting the contract
- The price objection: a key – and unmissable - moment in every sales act. What can we do to best protect our margins?
- The ‘competition’ objection: how can we help the prospect to make an objective comparison – in our favour?
- Group negotiation: who are the decision makers? Where are our allies?
- Concluding: detecting buying signals, repositioning options, handling indecision, using pressure
Day 5: Developing the partnership
- The complaint: understanding and reassuring, finding common ground, and above all, cause for satisfaction
- The partnership: moving beyond the basic sell to becoming an essential service provider
- Developing an account: 3 ways of expanding our intervention parameters and creating a flourishing source of business
- Networking: identifying, developing and enriching our network to become better known
- Top Sales Performer of the Year: an individual and collective evaluation with the future in mind: ‘what I still have to do’
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> Small groups: each group is comprised of between ten to twelve participants, depending on the host country, in order to ensure proper conditions for genuine individual development.
> Role plays and practical exercises: our teaching method stimulates self-knowledge, promotes awareness and leads to long-term behavioural change.
> Sequential: the training process involves 3-5 weeks’ application on the job between training days, allowing each participant to integrate the content long-term, and to take ownership of it in the form of new attitudes.
> Feedback: at the beginning of the day, each participant presents his or her feedback based on the concrete results achieved. The successes and/or difficulties are then analysed and commented upon, and the learning points transformed into a new action plan. The training day continues with new modules, according to the same process.
> The "blended" approach: before, during and after the training programme, the participant is asked to continue his or her learning process online to gather feedback from his or her colleagues with the 361°.
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Click here to view the dates, locations and investments of next sessions. | |||
| This open programme takes place in : | ||||
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- Germany |
- France - Hungary - Italy |
- The Netherlands - Poland - Czech Republic |
- United Kingdom - Slovakia - Switzerland |
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