Sales and Account Management
The essentials for a business partner. Distilling the very best in behavioral practice and training methods, this programme has been created by designers who combine sales and pedagogical excellence.
The shift from product to value selling. From solo to team selling. Given the forces restructuring the commercial landscape, many professionals need to renew themselves. Distilling the very best in behavioral practice and training methods, this programme has been created by designers who combine sales and pedagogical excellence. It addresses critical competencies and techniques in a variety of sales funnel situations.
Participants bridge the knowing-doing gap by engaging in self-reflection, learning from feedback, road-testing new tools and methods, and evaluating different approaches. All in a robust ‘workout’ to permanently anchor successful behaviors in day-to-day commercial practice. Helping to generate lasting business relationships and credible active references. Channeling talents and resources towards sustainable results.
Sales representatives, Account managers
After completing the training
- More productive lead generation – efficient, deliberate, and strategic
- Conversion rate improvement – consistent mastery of all steps of the sales process
- Faster identification and advancement of opportunities – with both new and existing customers
- Heightened understanding of customer needs – including operational issues and value drivers
- Improved value perception by relevant stakeholders – key players identified and addressed with impact
- Greater face-to-face impact – powerful value propositions, business cases and presentations
- Maintained confidence as the stakes rise – price and margin protection, negotiations, deal closure
- Consolidation of embedded partnerships – thanks to distinct and sustained added value
- Transformation of clients into ambassadors – benefiting from your most powerful ally
- The ideal profile and criteria for excellence of a sales high performer
- Fundamentals of interpersonal communication
- Questioning our assumptions and habits as a basis for learning new sales practice
- The Recommendation: turning every client into our best salesperson
- The 5 key attitudes of commercial negotiation
- The 4 types of client conversation: relationship, possibilities, opportunities, agreement
- Telephone prospecting: rhythm, contact, barriers, tailoring
- Your learning experience: a benefit for others
- 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 Suitcase': 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
- Progress report: matching audience needs with what I can offer
- Unique buying reasons: highlighting client benefits for a more impactful presentation of our arguments
- The ‘doctor’-attitude: giving our advice assertively to instill 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
- Progress report: active references, network strategy and key opportunities
- 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 – one in our favor?
- Group negotiation: who are the decision makers? Where are our allies?
- Concluding: detecting buying signals, repositioning options, handling indecision, using pressure
- Progress report: stories of last month’s presentations, application of lessons learned, negotiations and request for feedback / sparring
- 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’
- Final feedback
- The most important point to profit from the learning journey: apply your learnings!
- Action plans are defined already in the training room to allow the participant to evaluate his progress against his own standards in daily life
- During sessions with their peers only, people coach each other on concrete situations
- Leverage collective intelligence to solve problems
- Alternatively practice on how to listen, ask questions and give feedback.
- In a one-to-one meeting, the participant and their manager discuss and define the goals to be reached with this training
- Only if the participant knows what the manager and the employer is expecting from him, they can work towards the expected results
- Lively, interactive training days are the backbone of the learning journey.
- Positive confrontation and feedback stimulate to change the behavior.
- Interaction within the group allows to learn from peers in a safe yet challenging environment
- Smart and easily accessible reminders of key lessons learned.
- Customisation possible.
- Online survey which gives participants a clear view on the impact of their own behaviors.
- Gets stakeholders around the participant involved in the learning journey.
- Creates favorable conditions to give and receive feedback.
- Paris Mercure Paris Bercy Bibliothèque6 boulevard Vincent Auriol75013 ParisFrance
- Training days
- EUR 4715 (excl. VAT)