Description

Advertising campaigns on the web and social networks are an effective way to improve your visibility on the Web and attract new customers. The reduced effectiveness of natural referencing on search engines and the reduction in the organic reach of messages on social networks are now leading marketing and communication managers to better exploit the resources of advertising solutions available on the web and social networks.

Who is this training for ?

Training objectives

• Prepare and carry out your advertising campaign on the web and social networks
  
• Measure the performance of your advertising actions on the web and social networks
  
• Attract customers through the web and social networks
  

Training program

Before the face-to-face

• A self-diagnosis.

The digital advertising ecosystem Media complementarity through the POEM model (Paid,

• Owned, Earned, Shared).
• SEA, affiliation, click-through advertising, social ads...
• digital advertising solutions.
• RTB and Adexchanges.

Make your display campaign successful Define your display strategy. Display purchasing methods: CPM, CPC, CPL, CPA, etc.

• Formats: banners, skyscrapers, button, pre-roll, ...
• Adexchange, DMP (Data management platform) and RTB (Real time bidding).

Social media advertising

• Native Advertising, Sponsored Publications...
• the advertising offer of social media (Facebook, Instagram, Twitter, LinkedIn, Snapchat).
• Opportunities for targeting these networks.
• Campaign management tools (planning, budget monitoring, etc.).

Measure the performance of your campaigns

• The criteria for evaluating a plan.
• The statistical markers in the banners.
• Calculate the ROI of your campaigns.
• Evaluate performance according to media and objectives.

After face-to-face, implementation in a work situation

• A reinforcement program to help me implement the training.

Description

To avoid unpaid debts and improve collection procedures, it is important to implement preventive methods and use monitoring tools, such as the customer credit dashboard, to assess customer creditworthiness. This allows businesses to make informed decisions and reduce losses due to non-payment.

Who is this training for ?

Training objectives

• Understand the financial challenges for the company of customer risks and unpaid debts
• Calculate the main solvency ratios of a company
• Implement preventive methods to avoid unpaid debts
• Improve follow-up and amicable and contentious recovery procedures
• Develop tools for monitoring, steering and evaluating customer risks

Training program

Financial issues

• The weight of the receivable item in assets.
• Impact of late payments on cash flow.
• Probability of default based on the recorded late payment.
• Impacts of the Economic Modernization Law (LME).

Assessing customer creditworthiness

• The study of internal information.
• External sources: media...
• Information from financial analysis.
• The four questions: activity, profitability, financial structure and cash flow.

Preventive treatment: management of customer outstandings

• The definition of a customer credit policy.
• Methods for determining the credit limit.
• Negotiation of guarantees and securities: guarantee, pledge.

Curative treatment: amicable recovery

• Preparing the amicable recovery.
• The steps of an effective telephone follow-up.
• The choice of the follow-up method adapted to the situation.

Curative treatment: contentious recovery

• The formal notice, the order to pay.
• The summons for interim relief, the summons on the merits.
• The specific treatment of companies in trouble.

Outsourcing customer account management

• Factoring: advantages and disadvantages.
• Credit insurance: advantages and disadvantages.
• Collection agencies and outsourcing of reminders.

Management and monitoring of customer credit risk

• The customer credit dashboard.
• Measuring customer claims.
• Measuring and monitoring the cost of customer credit risk.

Description

Negotiation is part of everyday professional activities. Whether with the members of your team, those of other teams, your partners, your customers, it is about knowing how to build a healthy, constructive and lasting relationship. The 'Negotiation: the basics' training will provide you with useful tools and methods to improve your efficiency in negotiation.

Who is this training for ?

Training objectives

• Adopt the right posture to achieve your objective while preserving the quality of the relationship
  
• Prepare your negotiations effectively
  
• Conduct negotiations to reach a mutually satisfactory conclusion
  

Training program

Before the face-to-face

• A video, a self-diagnosis.

Choosing your approach to negotiation

• Identify the different instinctive attitudes, their advantages and their risks
• Choose your posture to negotiate

Prepare your negotiation

• Analyze the context and the issues for each partner
• Measure the balance of power
• Define your objectives and your negotiating margins, prepare your arguments
• Consider possible exchanges

Master the key stages of negotiation

• Start the negotiation on a sound basis
• Clarify the interests of each person: understand the needs beyond the request; argue to influence
• Seek mutual agreement satisfactory: manage objections constructively; play on everyone's room for maneuver without losing sight of their objective
• Conclude a lasting agreement: engage your partners and formalize the agreement

After face-to-face, implementation in a work situation

• A

Description

Negotiation is part of everyday professional activities. Whether with the members of your team, those of other teams, your partners, your customers, it is about knowing how to build a healthy, constructive and lasting relationship. The 'Negotiation: everyday practices and tools' training will provide you with useful tools and methods to improve your negotiation efficiency, even in the most common difficult negotiation situations.

Who is this training for ?

Training objectives

• Identify your strengths and points of vigilance in a negotiation situation
  
• Adopt the right posture to achieve your objective while preserving the quality of the relationship
  
• Prepare your negotiations effectively
  
• Conduct negotiations to reach a mutually satisfactory conclusion
  
• Better manage stuck situations in negotiations and get out of tense situations
  

Training program

Choosing your approach to negotiation

• Identify the impact of your representations in negotiation.
• Identify instinctive attitudes, their advantages and their risks.
• Choose your posture to negotiate.

Prepare your negotiation

• Analyze the context and issues of each of the negotiating partners.
• Objectively measure the balance of power.
• Define your objectives and your negotiating margins. Prepare its arguments.
• Consider possible exchanges and solutions to overcome blockages.

Master the key stages of negotiation

• Start the negotiation on a sound basis.
• Clarify everyone's interests: listen to your partners to understand their needs; argue to influence the negotiation.
• Look for a mutually satisfactory agreement: manage objections constructively; create value before distributing it; play on everyone's room for maneuver without losing sight of their objective.
• Conclude a lasting agreement: engage your partners and formalize an agreement; consolidate the agreement obtained.
• Scenario Training: manage objections.

Managing four difficult situations in negotiation

• Remove the brakes of a partner who is blocking negotiation.
• Get out of a conflict: negotiate when the emotional charge is strong.
• Thwart attempts to destabilization.
• Finding an objective agreement when interests are contradictory.
• Relevant training negotiations in a difficult situation.

Description

The manager's personal ability to negotiate effectively is an essential factor of success for himself, his teams and his company. In negotiation, the divergence of interests arouses distrust, creates tensions, and even generates conflicts. Negotiators are then hampered in the search for negotiated solutions. These obstacles can be avoided and overcome when the negotiator mobilizes all his methodological and relational skills.

Who is this training for ?

Training objectives

Acquire a clear vision of the most effective strategies and tactics in different types of negotiation.
Master a coherent set of methods and tools to facilitate the preparation and conduct of high-stakes negotiations.
Establish the essential reflexes to the conclusion of lasting and profitable agreements.

Training program

Establish winning strategies

• Analyze the issues and power relationships.
• Distinguish expressed power, real power and perceived power.
• Build a strategy for 'allies' to anticipate resistance to change.
• Choose an integrative or distributive strategy.

Preparing your negotiation: essential point for success

• Formulate a common objective.
• Distinguish positions and interests.
• Consider as many options as possible.
• Prepare fallback solutions.
• Define the roles in a multi-party negotiation.

Establish a relationship favorable to constructive negotiation Know your relational style.

• Choose facilitating behaviors.
• Overcome your fears and maintain your flexibility.

Conclude profitable deals

• Take into account the mandates, your own and those of your interlocutors.
• Direct the interlocutor's requests towards less costly or non-recurring concessions.
• Anticipate objections in the conclusion phase.
• Specify and lock in agreements.
• Evaluate stakeholder satisfaction.

Avoiding major risks and pitfalls in negotiation

• Get out of the impasses of confrontation.
• Manage distrust between actors.
• Overcome face-to-face tensions.

Description

The expectation is to deliver commercial results in line with objectives... but not just any way. Respecting the company's strategy is the obligatory point: it is a question of contributing to its deployment. It is at this stage of commercial management that the commercial action plan comes into play. The commercial action plan combines upstream analysis, commercial positioning, and the setting of action priorities to develop turnover. And it involves the sales force all the way to implementation. This sales management training offers sales managers a simple method to develop their sales action plan and turn it into a performance tool.

Who is this training for ?

Training objectives

• Identify the priorities of commercial action with regard to the strategy
  
• Analyze the customer portfolio and commercial performance
  
• Develop the commercial action plan by target
  
• Get the sales force to adhere to the commercial action plan
  

Training program

Analyze your market and define your commercial strategy

• Action: seek relevant information to analyze the sales territory and the market.
• External analysis: customers, competitors, distribution channels, partners, developments in markets, PESTEL influences.
• Internal analysis: the customer portfolio; the product portfolio; customer/product pairs.
• Construct the SWOT matrix of its sales scope.

Decide on actions and build your business plan Action: define your choices based on your analysis.

• Translate your decisions into sales objectives: the territory's business plan, decide between conquest and loyalty.
• Actions to achieve the objectives: product distribution, promotion and efficiency of the force sales, measure the recommendation score.

Deploy the commercial action plan Action: formalize and communicate the commercial action plan.

• Plan actions: customers, operational marketing, management.
• Establish your dashboard to manage and monitor.
• Link customer value and communication channels .
• Validate your ROI.

Description

Have you ever met a new client and not felt comfortable with them, feeling like you were having trouble 'hanging on' with this person? This experience has happened to any experienced salesperson, and can lead to the loss of a contract, or even the breakdown of the relationship with the customer. How can you better understand yourself and establish effective communication with your customers? By giving you the opportunity to identify your communication style, to understand how its expression is felt by others, and to adapt your communication style to your different clients, this training allows you to develop an even more impactful sales argument. .

Who is this training for ?

Training objectives

• Communicate effectively with all types of customers
  
• Strengthen your face-to-face commercial impact
  
• Identify and defuse situations of misunderstanding
  

Training program

Identify your communication style and its impact on customers Discover the 4 DEFI communication styles. Discover your preferred communication style. Identify your strengths.

• Scenario Individual presentations.
• Self-diagnosis and debriefing of your communication style.

Identify the communication style and relational needs of your clients

• Identify the communication style of your clients.
• Rely on different clues: words, gestures, decision-making, behavior under stress.
• Identify quickly the relational needs of each client.
• Scenario Training: enter into a relationship and adapt.

Adopt an effective method of communication at each stage of the sale

• Adapt your communication method to each client.
• Synchronize with the client.
• Convince by using the persuasive effects appropriate to the client.
• Adapt your handling of objections to the client's needs.
• Use the appropriate conclusion technique.
• Training situation: 'to convince.'}

2Prevent and manage tense situations

• Identify your behavior under stress.
• Understand the origin of the misunderstanding between yourself and your client.
• Know how to find a mode of communication that is satisfactory for the relationship commercial.
• Scenario Scenarios on the participants' cases.

Remote activity

• To apply good practices and training acquired: an e-learning module 'Adapting to others to communicate better'.

Description

The commercial action plan combines upstream analysis, commercial positioning, and the setting of action priorities to develop turnover. And it involves the sales force all the way to implementation. This sales strategy training offers sales managers a simple method to develop their sales action plan and turn it into a performance tool.

Who is this training for ?

Training objectives

• Identify the priorities of commercial action with regard to the strategy
  
• Get the sales force to adhere to the commercial action plan
  
• Develop the commercial action plan by target
  

Training program

Define priorities for commercial action in relation to strategy Translate strategic objectives into commercial objectives. Define your area of ​​responsibility. Define your objective strategy. Evaluate the necessary resources, both human and

• Scenario Exercise: assess your human and financial resources.

Analyze your market and adapt the commercial action plan

• Analyze: the customer portfolio; the product portfolio; the customer/product pairs; construct the SWOT matrix of its sales scope.
• Scenario Exercise: construct the segmentation table products/customers.

Decide on actions and build your business plan Define your choices based on your analysis. Translate your decisions into sales objectives: the territory's business plan.

• Actions to achieve the objectives: product distribution, promotion and efficiency.
• Scenario Exercise: build your business plan.

Deploy the commercial action plan Formalize and communicate the commercial action plan.

• From collective objectives to individual objectives and action plans.
• Plan actions: customers, operational marketing, management.
• Establish your dashboard to manage and follow commercial actions.
• Scenario Exercise: build your dashboard.

Description

Certain ideas or projects sometimes give rise to opposition, whether hidden or frontal. In this training, you will work on how to get your ideas across, by deciphering your environment, listening to others and processing their reactions, or even involving them.

Who is this training for ?

Training objectives

• Persuade the customer in the long term
  
• Build customer loyalty through their behavior
  
• Handle delicate business situations with ease
  
• Strengthen your self-confidence and your personal resources
  

Training program

232Identify the keys to persuasion

• days in classroom training Distinguishing conviction and persuasion.
• Identify the stages of decision-making.
• The keys to persuasion: listening, communication techniques argumentation, expression techniques, authentic emotions, self-confidence.

55Make listening the first lever of conviction

• Bring out needs and make people want to change with the SAFI method.
• Use active listening techniques: empathy, reformulation.

Convince the customer with a winning offer

• Build your offer: comparative argumentation.
• Take into account the client's environment and personal issues.
• Adapt to the decision-making group.

Promote your offer through your oratorical talent

• Strengthen your oral impact with persuasive effects.
• Influence without manipulating.
• Optimize your impact with body and voice.
• Succeed in your defense in front of a jury.

Cultivate an authentic connection with the customer

• Take into account the importance of emotions in the decision-making process.
• Express and receive the client's negative emotions.
• Express your own negative emotions with the FRANC method.

Develop your self-confidence. Fuel your positive beliefs.

• Practice emotional rebalancing.
• Use the reframing of issues.
• e-learning modules of 0' Strengthen your power of persuasion Play on the irrational to reinforce customer relations.
• Use expression techniques to strengthen your commercial conviction.
• Strengthen your power of persuasion through non-verbal communication.
• Maintain its influence through ongoing interaction.
• Use emotions to build trust Become aware of the place of emotions.
• Manage the customer's negative emotions.
• Express your own negative emotions.
• Use authentic positive emotions.
• Nurture the client's positive emotions in the closing phase.
• Develop your charisma in delicate situations Decoding ineffective behaviors that harm credibility.
• Three tools to develop self-confidence and charisma.
• Strengthen your personal impact during the prospecting phase.
• Consolidate the sale during negotiation.
• Assertive techniques to assert yourself in difficult situations.

Description

Building the conditions for performance, developing the commercial activity of your company, your establishment, your profit center, such is the main mission of the commercial director. Taking into account recent developments in the methods and tools of strategy, commercial development and people, this cycle constitutes the reference training for success in the role of commercial director: it allows you to progress your know-how and behavior in line with the requirements of the profession, the teams and changes in the business environment.

Who is this training for ?

Training objectives

Acquire the tools of strategic analysis.
Build your commercial strategy.
Choose and deploy the best marketing solutions.
Create the conditions for success in the field.
Optimize sales profitability and productivity of your sales force.
Develop leader behavior to give direction and engage sales teams in action.
Motivate sustainably using HR tools.
Invest in people and develop their skills.

Training program

PARTIE 1 : Acquérir les outils de l’analyse stratégique (2 jours)

• 1 – Positionner les enjeux du poste de directeur commercial
• Typologie des structures d’entreprise : identifier les conséquences sur les missions.
• Repérer les enjeux commerciaux de la collaboration interservices.
• Mesurer l’impact financier de l’activité commerciale sur l’entreprise.
• 2 – Contribuer au diagnostic stratégique de l’entreprise
• S’approprier les principes et outils stratégiques essentiels :
•  la segmentation stratégique ;
•  les stratégies concurrentielles ;
•  l’attractivité d’un secteur.
• Analyser la compétitivité commerciale.
• Apprécier la position concurrentielle de l’entreprise.
• Équilibrer risque, rentabilité et croissance.
• Connaître les différentes matrice d’analyse stratégique : avantages, spécificités.
• Appliquer la matrice SWOT sur un cas d’entreprise.
• 3 – Construire la politique commerciale
• Établir les axes d’effort :
• - consolider : la fidélisation ;
• - développer : la conquête.
• Dimensionner les effectifs commerciaux.
• Mesurer l’activité et la performance.
• Adapter les conditions commerciales.
• Établir les prix : prendre conscience de l’impact du prix sur le résultat.
• Mise en application pratique :
• Construire sa politique commerciale.

PARTIE 2 : Déployer la politique commerciale sur le terrain (1 jour)

• 1 – Organiser l’activité de sa force de vente
• Élaborer le budget de son activité.
• Choisir le(s) mode(s) de distribution :
• - force de vente directe, e-commerce ;
• - réseau de distribution ;
• - fixer les objectifs ;
• - individualiser, faire s’approprier ;
• - communiquer l’objectif.
• Ritualiser le suivi de l’activité commerciale.
• 2 – Piloter la performance de son activité commerciale
• Construire ses outils de suivi et le tableau de bord.
• Développer l’efficacité commerciale :
• - information commerciale : le CRM ;
• - outils d’aide à la vente ;
• - utiliser le social selling.
• Élaborer les plans d’action commerciaux :
• - les rubriques et indicateurs du plan d’actions ;
• - le marketing opérationnel : les actions de promotion.
• Ancrer outils et esprit de reporting : contrôler, anticiper, progresser.

PART 3: Leading your team through leadership and communication (1 day)

• 1 – Develop your leadership potential
• Behavioral diagnosis:
• identify your strengths.
• Define leadership, its foundations, its good practices.
• 2 – Build a clear and mobilizing vision of the future
• Give meaning, generate support by bringing together the sales force around a shared vision.
• Link the vision to the business challenges to be met and the action plans undertaken.
• 3 - Communicate as a leader
• Share your passion, your enthusiasm.
• Ensure the consistency of your communication with the sales force.
• Master communication with management, shareholders: get your messages across, hear theirs, soften the pressure.
• 4 – Coping with confidence: change, conflict…
• Overcoming resistance to change:
• the keys to communication in a situation of change.
• Manage conflict situations effectively.
• Know how to reframe.
• 5 – Remote activity
• An e-learning module: “Promote the development of your employees with GROW.

PART 4: Managing people to motivate, with a structured HR approach (1 day)

• 1 – Master the principles of motivating sales management
• Understand and use the “systemic” approach to motivating management.
• 2 – Act on objectives sales and the remuneration system to motivate sustainably
• Consistency between commercial objectives and remuneration.
• Motivating remuneration systems.
• Set up a new method of remuneration.
• 3 - Evaluate and monitor your teams to help them progress
• The annual appraisal interview: how to conduct it, pitfalls to avoid, practical advice.
• The professional interview.
• Implement permanent coaching: build an evolving skills framework.
• 4 – Integrate the key points of labor law
• Formalize employment contracts.
• Errors with serious consequences in the event of litigation.
• How to resolve difficult situations: sanctions, dismissals, transactions.

Description

Expanding your customer base is a crucial issue for every business. The first step to success is getting 'useful' appointments. How to acquire a speech that is sufficiently attractive and fluid to attract the interest of prospects? How to make a difference in a few moments with highly sought-after prospects? This intensive training in prospecting and making appointments by telephone combines the right qualifying questions, optimization of hooks and training in their formulation. By training, participants refine their speech, acquire reflexes in the face of objections, gain in ease, confidence and tenacity.

Who is this training for ?

Training objectives

• Organize your telephone prospecting action
  
• Qualify your prospects
  
• Get the appointment
  
• Know how to respond to refusals
  

Training program

Prepare your phoning session

• Create an environment conducive to the call: time and place; adapted files and arguments.
• Identify and qualify the relevant interlocutors.
• Target the final decision-maker.
• Set a goal and a timing per wave of call.
• Condition yourself positively.
• Scenario Scenario: get the appointment .

Give confidence from the first moments

• Cross the different barriers: reception, secretary.
• Personalize the contact.
• Capture the prospect's interest from the first moments, the AIDA method: attract 'Attention; arouse Interest; reinforce Desire; encourage Action.
• Use words that hit the mark on the phone.
• Adopt winning attitudes.
• Workshop scenario: pass the roadblocks and succeed in your hooks.

Get the appointment

• Propose the meeting quickly.
• Address specific objections to prospecting to obtain the appointment.
• Succeed in taking leave.
• Strengthen the prospect's desire.
• Preserve the relationship with the prospect.
• Remotivate yourself after an unsuccessful call.
• Implementation situation Scenario: responding to objections.

Finalize telephone prospecting

• Formalize the information obtained about the prospect.
• Transmit the information within the company.
• Schedule reminders.
• Carry out reminders.
• Monitor your results: know how to self-analyze yourself to increase your success rate.
• Scenario Workshop to optimize your prospecting plan.

Description

In the search for commercial performance, investing in people is essential. This sales coaching training allows you to acquire the method and associated behaviors essential to becoming the first skills developer in your team. Particular attention is paid to the questioning technique in the context of sales coaching. To develop and sustain results, build the foundations of lasting motivation, retain the best, become a real coach!

Who is this training for ?

Training objectives

Understand the basic principles of coaching
Identify the individual and collective progress to be obtained
Debrief a sales interview, results
Select and implement the most effective coaching action
Engage and give the desire to progress
Support and maintain progress through sales coaching

Training program

Diagnose the performance of each member of your team

• Build your qualitative measurement tools: the skills grid.
• Highlight the factual results.
• Detect the key success factors and dysfunctions.
• Identify the key skills associated with performance.
• Make field support a real tool for measuring skills.

Build the coaching relationship with your seller

• Seek to understand by practicing useful and productive questioning.
• Listen and analyze the real sources of discrepancy: skill or motivation? get rid of the dragons that disrupt listening.
• Adapt your coaching to the seller's degree of autonomy.

Implement a progress plan

• Progress Plan Negotiate a Progress Plan with your seller: agree on objectives, remain flexible on means.
• Select the appropriate sales coaching actions: set up a pair, a training action: checklist and advice; use the power of collective emulation to train your salespeople to lead a role play: the sequential method.

Supporting your seller on the journey to autonomy

• Organize monitoring: milestones.
• Support in the field to measure the progress made.
• Provide effective feedback: 'get feedback ' rather than 'say'.
• When faced with a salesperson who is not making progress: mistakes to avoid, key answers.
• Encourage to motivate sustainably: from a positive 'stroke' to the interview congratulations.

Description

We have entered a new era: that of permanent change and repeated crises, that of new relationships at work, that of the hyper-connected customer, and finally that of the long-term unpredictability of business. This is the scheduled end of traditional organizational models. However, the sales manager always has the same responsibility: to support the sales performance of his team. To do this, digital will help him develop new behaviors within his team, more customer-oriented, more collaborative, more innovative. This commercial management training provides you with the essential keys to making digital an accelerator of commercial performance.

Who is this training for ?

Training objectives

• Integrate digital into your managerial practices
  
• Bring digital transformation to your sellers
  
• Instill a digital mindset within your sales team
  

Training program

Before the face-to-face

• An individual diagnosis.

1st practical tool. Digital business accelerator

• A What big data offers.
• Use business intelligence and predictive analysis tools.
• Automate low value-added tasks.
• Exploit all the richness of CRM.
• Track customer information in compliance with the GDPR.

Encourage social selling

• Identify all the contributions of social selling.
• Optimize the digital identity of your salespeople.
• Promote the networking practices of your teams.

Lead your sales team with digital

• Energize your team meetings: digital games, surveys, brainstorming tools,...
• Run motivating remote meetings with video conferencing tools.
• Organize and manage challenges and incentives with digital platforms.

Develop open and collaborative practices Improve customer knowledge with curation tools. Develop the use of sharing tools between salespeople.

• Foster a collaborative culture.

Train with digital Develop 'on the job' training. Carry out remote coaching.

• Establish a culture of 'any time, anywhere' training.

After face-to-face, implementation in a work situation

• A challenge every week to help you implement your decisions.
• To find out more about remote activities An e-learning module: 'Lead your meetings remotely'.

Description

The conclusion is the crucial moment of the sale; it is also the moment most feared by salespeople. How many successful sales acts never result in an order. Who will make the decision and on what criteria? How to avoid customer indecision? How to make the decision easier and faster? So many questions to which your salespeople will find answers in this training on closing techniques to accelerate their sales cycle.

Who is this training for ?

Training objectives

Overcome your fears of refusal.
Identify and act on decision-makers.
Dare to conclude.

Training program

Identify the issues of the conclusion

• The challenges for yourself.
• The challenges for the client.
• Identify your own obstacles to conclusion: self-diagnosis.
• Dare to conclude .

Identify the decision group

• Identify all contributors to the final decision.
• Define their role: prescriber, advisor, user, filter, payer...
• Identify the level of issue for everyone: professional and personal issue.
• Identify possible alliances and power games between actors.

Act on the decision-making group to speed up the decision

• Act on all stakeholders.
• Identify their possible obstacles and act to remove them.
• Find 'sponsors' among the client.
• Validate the financial conditions of the offer to avoid entering into negotiations.

Succeed in the face-to-face closing. Maintain control of the interview.

• Prepare the conclusion from the start of the interview.
• Identify the moment to conclude.
• Deal with the very last objections.
• Use techniques to facilitate closing.
• Facilitate internal resale Help the customer make their decision with peace of mind.

Act after conclusion

• Use your emotions to communicate with the client.
• Respect your commitments, formalize the agreement.
• Remain in the client's landscape, even if no -decision.
• Knowing how to come off as a 'handsome player'.

Description

Beyond their professional skills, it is thanks to unfailing motivation that salespeople achieve, or even exceed, their objectives. The sales manager is the most powerful vector of this motivation. This training is based both on learning the key actions of sales team management and on taking into account the levers of sales motivation.

Who is this training for ?

Training objectives

• Strengthen your effectiveness as a sales manager on a daily basis and in key actions.
  Develop the motivation and skills of each of your salespeople to boost your sales.
  Create and strengthen team spirit.
  Design and lead motivating meetings.
  Handle difficult cases in management.

Training program

Understand your sales manager profile

• Diagnose your skills: strengths? Areas for improvement? Identify your management style: how am I perceived? Avoid the pitfalls of your style.

Adapt your management to the profile of salespeople

• Analyze commercial objectives to identify the skills to develop.
• Identify the profile of each salesperson.
• Adapt your management style to each person.
• Carry out a diagnosis of the strengths and weaknesses of your sales team with the TAM.

Individually motivate your salespeople on a daily basis

• How to act to motivate? How to encourage without 'doing too much'? How to get ambitious objectives accepted? Set up motivating incentives.

Use sales meetings to collectively motivate your team

• Make every meeting useful.
• Engage, join and engage.

Preserve the motivation of salespeople in all situations

• Deal with insufficient results.
• Assert my authority without 'breaking' the relationship.
• Resolve conflicts.
• Ensure acceptance of unpopular decisions.

Description

All salespeople know that listening is essential to successful sales... and yet customers don't feel understood, so what happens between what the customer says? and what does the salesperson mean? What if you listened to your customers differently? This sales training in active customer listening addresses the 3 complementary and essential aspects to develop informed listening in the service of your commercial objectives: questioning strategy adapted to the objective, appropriate questioning techniques, active listening posture. /p>

Who is this training for ?

Training objectives

• Master questioning techniques
  
• Optimize your listening skills in all business situations
  
• Use your listening skills to increase your persuasive power
  

Training program

Listen to your customers Identify your own obstacles to listening. Discover the posture of informed listening: from salesperson to consultant.

• Identify all the information to collect about your customer.
• Take every opportunity to get to know your customer better.
• Scenario Self-diagnosis of your listening level .

Learn questioning techniques Prepare to question.

• Question to expand from needs to issues: expanded questioning.
• Question to discover unexpressed needs: the PSAI method.
• Scenario Training in techniques of questioning.
• Sketch of persuasion.

The enlightened listening posture: the RARE method

• Experiment with different levels of listening.
• Use all verbal and non-verbal levers: questions, reformulation, silence.
• Listen to your emotions and those of your client and use them in a situation.
• Use your listening skills to argue more effectively.
• Scenario Training in reformulation.

Description

Faced with the power of distribution, salespeople must master sales techniques but above all develop real negotiator skills and a strong capacity for self-affirmation. This training in negotiation with large-scale retail buyers, designed and led by consultants with dual skills - on the distributor side and on the industrial side -, is already followed by many key accounts belonging to the most demanding companies. It acts as a real accelerator of commercial performance.

Who is this training for ?

Training objectives

• Integrate the buyer's objectives and issues into its commercial strategy
  
• Negotiate while maintaining the balance of forces present
  
• Build a profitable business deal
  
• Resist pressure to preserve the profitability of your offer
  

Training program

Understanding the new retail environment

• The legislative context and its strategic consequences.
• The levers of brand profitability: analysis of the operating account.

Building your overall strategy for the brand

• Analyze the contributions of each brand to the performance of your company.
• Prepare appropriate negotiation tactics.
• Define the axes of the commercial agreement.

Rebalance the commercial balance of power Identify the personal objectives of each participant in the negotiation. Prepare an argument in response to the pressure tactics used. Avoid the traps used by buyers. Conduct your negotiation

• Prepare the game of concessions/counterparts.
• Open the negotiation and take leadership.
• Argument to preserve your room for maneuver.
• Progressing towards a profitable agreement: the key steps.

Strengthen your negotiator behaviors

• Become aware of your current style: your strengths; your limitations.
• Adopt effective behaviors.

Description

Selling and negotiating with the industry requires a real understanding of the mechanisms and specificities of the sector, as well as a perfect mastery of negotiation techniques. This training in negotiation with the industry is a benchmark in the market. This training offers a dual approach which strengthens the professional skills of participants and optimizes the results of their negotiations.

Who is this training for ?

Training objectives

Master the industrial purchasing process.
Develop a commercial approach dedicated to the challenges and specificities of the industrial environment.
Negotiate profitably with industrial buyers.

Training program

Integrate the current industrial context

• Major developments.
• Respect standards: quality, environment, ethics...

Analyze the specificities of different industrial sectors

• Analyze your industrial targets: specificities of the sectors and contacts.
• Understand the project, the roles and methods of communication.
• Enrich customer discovery.

Master the purchasing process

• Understand the financial issues via the income statement.
• Help the buyer reduce their costs.
• Understand the origin of the project.
• Discover the decision circuit.
• Define the KPIs.

Addressing the concerns of industrial buyers The purchasing portfolio: analysis of

• Pareto.
• Legal aspects of negotiation.
• Negotiation tactics.

Adapt to different buyer profiles

• Discover the types of buyers and salespeople.
• Adapt to the buyer. Identify buyers' traps and avoid them.
• Succeed in your negotiation commercial Obtain consideration for any concession
• The case of renegotiations.
• From the final agreement to loyalty.

Description

This high-level negotiation training allows negotiators to understand all facets: strategies, tactics, winning behaviors. Negotiators train to develop new negotiation resources.

Who is this training for ?

Training objectives

Build strategy and tactics in complex commercial negotiation

Conduct your negotiations by combining flexibility and firmness

Resist the pressure of high-stakes negotiations

Training program

Act before the negotiation

• The specificities of high-level negotiations.
• Choose your negotiator posture, identify that of the other.
• Integrate buyers' priorities to better respond to them .

Define your negotiation strategy.

• Determine all the points to negotiate.
• Identify your own interests and those likely of your interlocutors.
• Measure the issues for each party.
• Formulate your own objectives, determine your MESORE.

Build your tactics

• Analyze the balance of power: the 6 power cursors.
• Identify all the actors present.
• Anticipate the actors' tactics: the resources matrix.
• Build your own tactics.

Adapt your tactics and communication

• Establish the relationship, set the tone.
• Define with your interlocutor the objective to be achieved.
• Get out of negotiation on positions.
• Seek out interests.
• Permanently rebalance powers.
• Adapt your negotiator style to that of the client.

Lead the negotiation interview to success

• Know how to stay focused on the objective.
• Research possible options, evaluate them: the objective matrix.
• Make people commit and conclude.
• Stay focused on achieving objectives, even in tense situations.

Description

Increasing price pressure, permanent renegotiations, increasingly educated buyers and increasingly demanding conditions... knowing how to negotiate to guarantee the profitability of your activity is an essential skill for all salespeople. This training in commercial negotiation offers a unique and recognized approach and provides you with all the conditions to become an effective and more serene negotiator. It addresses both the methods part of commercial negotiation and the behavioral dimension and provides you with the reflexes and techniques to resist the growing pressure from your customers. You are hesitating between level 1 and level 2: Evaluate yourself.

Who is this training for ?

Training objectives

• Prepare and conduct your commercial negotiation
  
• Promote your offer to defend your margins
  
• Resist requests for discounts
  
• Obtain compensation for the efforts made
  
• Conclude your negotiations more quickly
  

Training program

Anticipate to negotiate better

• Sell before negotiating.
• Identify the impact of an effort on sales conditions on its profitability.
• Measure the issues of negotiation: to yourself, for the negotiator.
• Plan your fallback solution.
• Simple negotiation situation to identify effective practices

Dare to show the value of your offer

• Set ambitious objectives.
• Determine your room for maneuver.
• Prepare your arguments.
• Refine your tactics: the objectives matrix .
• Practical negotiation preparation exercise

Resist the price objection

• Dare to set the bar high.
• Value your price without justifying it.
• Resist requests for concessions.
• Scenario Training : defend your price

Get rewards

• Identify counterparties with high added value for your company.
• Make the negotiator want to exchange: get out of negotiating positions.
• Obtain the commitment on the counterpart.
• Exercise of searching for counterparties

Limit your concessions

• Say no to certain concessions.
• Direct your client's requests towards concessions: less costly; non-recurring.
• Show that there is no nothing left to negotiate.
• Scenario Application to its negotiation

Commit to the conclusion

• Avoid 'salami' negotiations.
• Lock the negotiation with a two-step method.
• Remain calm in the face of destabilization attempts.
• Scenario Training with two teams competing.
• Videos 'Negotiation experts'.

Certification

• Assessment of skills to be certified via an online questionnaire integrating scenarios (40 minutes).
• To find out more about remote activities A 'Win-win negotiation' video .

Description

This advanced negotiation training, through its format focused on practice and training, allows salespeople to acquire the tools and reflexes to identify, prepare and effectively conduct negotiations in more complex contexts - interlocutors multiple, unbalanced balance of power - and high stakes. You are hesitating between level 1 and level 2: Evaluate yourself.

Who is this training for ?

Training objectives

• Approach high-stakes negotiations with confidence
  
• Implement your negotiation tactics
  
• Get out of the balance of power
  
• Succeed in the face of difficult negotiators
  

Training program

Prepare your negotiation tactics

• Identify the level of stake: for your client, yourself and your company.
• Identify the people involved with the client.
• Know the personality of the negotiator of his client.

Restore the balance of power from the start of the negotiation Destabilizing maneuvers in negotiation: time, choice, weight, influence, information, sanction.

• Know how to delay so as not to negotiate in an unfavorable situation.
• Use your own levers to restore the balance of power.

Make your arguments assertively

• Identify your natural tendencies towards self-affirmation.
• Acquire winning reflexes.
• Overcome three types of difficulties in negotiation: 'stone wall', 'aggressive attacks', 'manipulations'.

Develop your personal resources to negotiate profitably Identify your negative beliefs when it comes to negotiation.

• Identify those of your interlocutor.
• Develop your ability to negotiate by re-establishing a position of equals.

Description

In complex sales, having the best offer is no longer enough. Identifying decision-makers, relying on the strength of your network, building an influence strategy, all of this becomes an essential skill for salespeople. This commercial networking training combines 3 complementary skills to gain influence and make a difference in the home stretch: networking strategy, commercial tactics and adapted postures.

Who is this training for ?

Training objectives

• Turn your relational capital into business leverage
  
• Organize your business networking
  
• Gain influence and visibility within accounts
  

Training program

Before the face-to-face

• A self-diagnosis.
• A first tool for measuring the quality of your image on social networks.

Capitalize on your current network to develop it

• The challenges of networks to win business.
• Evaluate your relational capital: identify the strengths and limits.
• Identify the development potential of your network .
• Rely on your internal network.
• Formalize your network development action plan.

Organize your influence strategy within an account

• Identify the decision-making actors.
• Differentiate between role and function.
• Identify the power of influence in the organization.
• Gain influence and proximity to your targets.
• Develop targeted messages to gain impact.

Optimize your digital identity

• Which social networks to favor? Make your profile visible on the web.
• Get in touch intelligently with your targets.
• Use the power of recommendation.

Practice business networking on a daily basis

• Become a fan of pitching to make your difference known.
• Succeed in your networking interviews.
• Manage interpersonal relationships.
• Get started using the small steps method.
• Multiply and seize all networking opportunities.

After face-to-face, implementation in a work situation

• Weekly advice on how to implement your action plan.

Description

You will exercise the responsibility of commercial manager or sales manager. Effective salesman so far, your new mission is to make your sales team efficient. This sales force management training provides the tools and benchmarks to help new sales managers or new sales managers move from the logic of 'doing' to 'getting done', avoid the most frequent pitfalls and quickly establish their authority of commercial manager. This training is designed to accelerate and increase your effectiveness as a sales manager from the first months in your new role.

Who is this training for ?

Training objectives

• Take the measure of your new responsibilities as a sales force manager
  
• Quickly establish your authority and leadership
  
• Succeed in your first key commercial management actions: interviews, meetings, etc
  
• Build a success plan for the next 6 months: working method; goals ; action plan ; piloting
  
  
  

Training program

Take charge of your new role

• Understand my roles, functions and missions.
• Reconcile all expectations: Management, my sales team, colleagues...
• Position yourself to avoid cronyism , complacency.

Principles and key moments for successfully taking up a position

• The golden rules to establish your legitimacy as a manager.
• The strong moments to seize to gain trust.
• Removing fears and resistance, managing change .

Identify your sales manager profile

• Identify your strengths and areas for improvement.
• Identify the skills and motivation of each salesperson.
• Adapt your management style.

Succeed in your first interviews Establish a climate of trust.

• Key points from the interview guide.
• Managing former colleagues or salespeople older than you.

Evaluate and stimulate the performance of your team Build your commercial reporting: activity, objectives, results, indicators.

• Liven up your communication (management and sales) with reporting and stimulate motivation.

Assert your leadership in sales meetings

• Prepare for your first meeting.
• Make a successful entry.
• Manage the behavior of your salespeople.

Remote activities

• To illustrate the contribution of knowledge: an e-learning module 'Succeeding in your first position as a manager'; a video 'Once upon a time there was a young sales manager'.

Description

Sales is a profession! To achieve lasting success in the sales profession, commercial and customer relations skills are no longer enough. This sales training cycle constitutes the reference training for sales professionals and integrates social selling opportunities. From sales to negotiation, a complete training cycle to succeed in your role as sales representative and master the 3 keys to success: effective organization, mastery of face-to-face sales techniques, ability to negotiate to defend the profitability of his business.

Who is this training for ?

Training objectives

• Obtain useful appointments
  
• Succeed in the sales interview to increase turnover and retain customers
• Defend your price and negotiate the most profitable conditions
  
• Establish a development or prospecting plan
  
• Manage your priorities to optimize your time in the field
  

Training program

Structuring your commercial approach

• Identify current customer expectations.
• The 6 essential steps of sales.

Prepare your visits

• Determine the business objective.
• Anticipate to better adapt to the customer.
• Collect essential information.

Succeed in making contact with the customer, the prospect

• Introduce yourself and your business.
• Introduce yourself from the first moment.
• Open the dialogue.
• Synchronize with your customer , prospect.

Know the customer's needs and expectations

• Identify needs and motivations.
• Question to identify all needs.
• Adapt your strategy to a client, a prospect.
• Identify the decision-making circuit.
• Locating the final decision-maker.
• Kestio game scenario on customer listening

Argument to convince

• Show your understanding of the need.
• Adapt to SONCAS.
• Highlight customer benefits: the APB method.
• Involve the customer in the argument.
• Rely on specific sales supports and tools

Handling sales objections

• Understand the origin of objections in the sales interview.
• Handle customer objections with the CRAC method.
• Specifically handle the price objection.
• Acquire reflexes to better respond to objections

Complete the sale

• Prepare the conclusion: collect yes answers.
• Help the customer make their decision.
• Conclude the interview positively, even if a sale is not made.
• Consolidate to build loyalty: initiate the next sale.
• Scenarios Successive scenarios on the common thread: from contact to conclusion

Build your commercial action plan

• Take stock of your customer portfolio.
• Prioritize customers and prospects with the cross ABC matrix.
• Refine the potential and accessibility of his prospects.
• Move from analysis to action plan.
• Practical scenario on the common thread

Make useful appointments by telephone

• Qualify your prospects.
• Prepare your catchphrase.
• Arouse the prospect's interest.
• Quickly convince them of interest of a meeting.
• Response with agility on objections.
• Leave a good image and create opportunities for recall.
• Implementation. situation Practical workshop: my call scenario

Manage your time and business priorities

• Identify your 'time eaters'.
• Enforce your priorities.
• Take into account your 'time imps'.
• Self-diagnosis and advice.

Integrate social networks into your approach

• Take care of your digital image.
• Use networks to make yourself known or prospect.

Prepare and anticipate the commercial negotiation effectively

• Establish your objectives and provide negotiation margins.
• Prepare the presentation and defend your price.
• Practical tools for preparing your negotiations: table of objectives and concessions/counterparts

Start the negotiation effectively

• Rebalancing the commercial balance of power: the right reactions to adopt.
• Staying on your ground: selling.
• Arguing to delay entering into negotiations.

Get under negotiation

• Dare to demand compensation.
• Value all your concessions.
• Limit the customer's demands.

Engage your client towards the conclusion

• Use pre-closing techniques.
• Choose your conclusion method.
• Prepare for post-negotiation.

Negotiate well, even in difficult situations

• Recognize customers' attempted traps.
• Identify your ability to resist in a tense situation.
• Know how to remain firm on your objectives, and flexible on form .
• Scenarios based on common threads.
• Micro situations: managing difficult cases
• Large role-playing game: 2 teams competing for. get a deal.

Remote activity

• Three training modules: 'Manage objections - Level 1'; 'Free yourself from work overload'; 'Manage objections – Level 2'.
• Assessment of acquired knowledge

Description

Often coming from sales, the sales manager must, to succeed in his mission, acquire new management skills to lead his sales force towards the expected performance. This training cycle dedicated to sales managers allows them to acquire all the keys to effectively deploy the sales strategy and increase their results, strengthen the performance of their salespeople by motivating them, and developing their skills. The sales manager, a true sales leader, thus gains in efficiency by mastering proven methods and proactive behaviors.

Who is this training for ?

Training objectives

• Position yourself in front of sales management and in front of the team
  
• Identify your responsibilities and your scope of action
  
• Avoid the most common pitfalls in your management
  
• Master the tools, methods, and techniques allowing you to fully carry out all of your missions: lead, manage, motivate, support your team
  
• Build and implement commercial action plans that produce results
  
• Acquire the behaviors that allow you to obtain maximum commitment from your salespeople
  

Training program

Diagnose your management style and adapt to the team

• Know yourself well to correct and adapt your management style.
• Avoid 'extreme' behavior: cronyism, authoritarianism...
• How am I perceived by my salespeople?
• Strengthen your flexibility.
• Exercise: Analysis grid for your management style

Understand your team and manage it as a leader

• Structuring the observation grid for your salespeople.
• Between 'super-salesman' and manager: how to manage both missions?
• Conduct an interview evaluation: techniques and methods.
• Validate the match between acquired and required skills.
• Exercise: Develop the recruitment selection grid for your salespeople

Build and lead effective and motivating sales meetings

• Distinguish theme and objective: structure your meetings.
• Lead 'training' to promote mastery of an argument, ease in responding to objections...
• Lead dynamic meetings: convey information and messages, encourage speaking, conclude with a precise action plan
• Exercise: Training on leading a sales meeting.

Conduct individual interviews that mobilize your salespeople

• Set an objective for each managerial interview.
• Negotiate ambitious objectives.
• Support the change in habits.
• Reframe an employee : assertiveness techniques.
• Remotivate a salesperson with insufficient results...
• Exercise: Develop a list of objectives

Remote activities

• A training module 'Giving positive and constructive feedback'.

Define customer/market potential

• Master practical methods for analyzing sector potential: ABC, targeting matrix.
• Define the priorities of each salesperson based on the opportunities in each sector.
• Identify the causes of loss of turnover and define actions for progress.
• Exercise: Develop the ABC matrix.

Build an effective commercial action plan

• Choose the actions to be carried out as a priority, the expected results, negotiate the means.
• Optimize the distribution of effort between the sellers.
• Plan the measure and monitoring: activity reports, dashboards, field presence.
• Exercise: Develop a commercial action plan

Analyze and exploit business results

• Analyze, use dashboards and statistics.
• Evaluate risks but also customer or market opportunities.
• Diagnose the strengths and weaknesses of your team sales to determine priority management actions.
• Measure the activity of each salesperson: organization, activity ratios, mastery of the sales plan.
• Exercise: Construct the sales table. edge of its commercial

Being in the field, an act of commercial management

• Choose a type of support: commercial support, market listening, development, training.
• 'Sell' field support to salespeople.
• How to help a seller to conclude a sale without 'short-circuiting'?

Use field support to help sellers progress

• The essentials of the coaching process.
• Establish a diagnosis of the act of sale: the observation grid.
• The stages of the interview debriefing: knowing how to give effective feedback.
• Set up follow-up: set realistic and motivating objectives and implement them over time
• Exercise: establish. the observation grid

Use motivation levers to get more from your sellers

• Know the motivation levers for salespeople.
• Establish high-pressure morale: the keys to a positive and winning climate.
• The different salesperson profiles: identify them and adapt to them to evolve.
• Exercise: Identify salesperson profiles

Remote activities

• To discover a subject related to your training: an e-learning module 'Foster the development of your employees with GROW'; an e-learning module 'Lead your meetings remotely'.
• Evaluation of acquired knowledge

Description

When prospecting becomes a necessity, all means are good to reach your targets. If traditional levers - telephone, mailing, trade fairs, etc. - are still relevant, social selling constitutes a real booster. You still need to know how to use them so as not to get lost! This very operational training focuses on social networks for prospecting and equips you to implement it immediately.

Who is this training for ?

Training objectives

• Adapt your commercial prospecting strategy to social networks
  
• Cultivate your commercial personal branding
  
• Communicate with your prospects clearly and effectively
  

Training program

Define networking objectives in accordance with your commercial prospecting strategy

• Action: Diagnose your needs and identify the network(s) to favor.

Identify the key points of an attractive and differentiating profile

• Action: Build or optimize your profile on your target network

Use the direct approach to contact your target prospects

• Action: Get in touch directly or via a recommendation.

Use the indirect approach to get noticed by your target prospects

• Action: Publish on networks to develop your notoriety and expertise.

Description

Companies lose on average 50% of their customers every five years and their existing customers cannot guarantee the development of their turnover. Winning new accounts is vital to limit financial risk, replace less loyal customers and develop your business. Prospecting is a major issue to ensure their long-term commercial success. This commercial prospecting training gives you the three keys to success of the best 'hunters': techniques, organization and mentality. Become an expert and master the subtleties of successful prospecting.

Who is this training for ?

Training objectives

• Organize your prospecting action
  
• Obtain qualified prospecting appointments
  
• Make the prospect want to change supplier
  
• Maintain your hunting mentality
  

Training program

Organize your prospecting Define your targets.

• Build your prospecting file.
• Determine the potential and accessibility of prospects.
• Choose your prospecting means: direct approach techniques: mailing , telephone, e-mailing; indirect approach techniques: trade fairs, conferences, webinars, recommendations, free trials;
• Practical workshops: my prospecting tools

Obtain qualified prospecting appointments

• Qualify your interlocutors.
• Cross the different roadblocks.
• Catch the interest of the interlocutor.
• Argue the benefit of the meeting -you.
• Return to common objections.
• Accept the refusal... to better come back.
• Scenario training for making an appointment. you telephone

Succeed in the first face-to-face prospect interview

• Make the first contact successful through appropriate behavior.
• Catch the prospect's interest.
• Questions to understand explicit and implicit needs.
• Commit to action: argue to convince.
• Conclude the interview positively, whatever the outcome.
• Scenarios Face-to-face scenarios -prospecting face

Ensure follow-up of your prospecting

• Set up a prospecting plan.
• Create a prospecting rhythm.
• Establish a recovery and follow-up plan.
• Seize every opportunity to stay within the prospect's landscape.
• Make each client a business provider.
• Scenario Construction of your prospecting plan.
• A virtual class. 'Manage objections - Level 1'; 'Manage objections

Description

Better decipher the specifications and proceed in stages, personalize your response and anticipate the negotiation, argue and defend your offer, in writing and orally, and until signature... In this training to calls for tenders, seven essential practices of the process of responding to the call for tenders are detailed to allow you to optimize your conversion rate.

Who is this training for ?

Training objectives

Identify the elements that will differentiate your response from those of competitors.
Make you want to read through the quality of your written offer.
Highlight and defend your technical offer in an oral defense.
Negotiate the commercial offer in front of a committee 'buyers.

Training program

Act 1: knowing how to read the specifications

• Identify the differences between public and private calls for tender.
• Identify the decision-making group.
• Interpret the specifications to better respond.

Act 2: you decide to go/no go

• Evaluate your strengths, risks and opportunities.
• Know how to detect 'bogus' calls for tenders. Act 3: make a differentiating offer
• Obtain the 'missing information.
• Understand customer issues.
• Highlight your difference.

Act 4: write a convincing proposal

• Structure the response: choice of plan, prioritization of the parts.
• Make the proposal readable and attractive: formatting.
• Focus on the decision-maker: the executive summary.
• Provide the essential documents of the tender dossier.

Act 5: position your offer and prepare for negotiation

• Present your price.
• Build your offer taking into account the commercial strategy.
• Prepare the final negotiation.

Act 6: pass a significant defense

• Prepare your visual presentation by involving all the stakeholders.
• Establish a relationship with the jury.
• Win support.

Act 7: defend and negotiate your offer until signature

• Argument and answer probing questions.
• Negotiate the final conditions while preserving the margin.
• Set the limits of the negotiation.

Description

Complex sales bring together the following three characteristics: high-stakes project sales, long and complex decision-making systems, increasingly frequent use of calls for tenders. For the salesperson, it is about perfectly mastering their sales process, accelerating the process to win business. This complex sales training will help you make the difference by adopting a structured and adapted approach to each phase of the process.

Who is this training for ?

Training objectives

• Adapt your response strategy to the type of case
  
• Create value by mastering the relationship between the company and your customer by identifying the interplay of the actors
  
• Manage all resources serving the business
  Accelerate decision-making
  

Training program

Before the face-to-face

• An individual diagnosis.
• A first practical tool dedicated to complex sales.

Complex sales skills

• The characteristics of a complex sale.
• The keys to success.
• The MENTAL method.

M for Leading a complex sales strategy

• Purchasing and sales process.
• Choosing your sales strategy and tactics.
• A decision-making tool: Déciscore.
• Analyze risks with the FAR method.

E for Consider creating value

• Create and sell value.
• The 'mentalist' posture.
• Enter the customer's bubble.

N for Building relationships at the highest level

• Climb the organizational chart.
• Get noticed with the pitch.

T is for Trace GRID members

• Identify all the decision-making players at the client.
• Identify their role and their power.
• Lead an influence strategy within the account.

A like Leading the project team

• Involve with the framework note.
• Drive the progress of the sale.
• Lead the team to success.

L for Start Proposal

• Stand out through the quality of your proposal.
• Ensure that you are read...
• and understood.

After face-to-face, implementation in a work situation

• Tips every week to help you gain influence and persuasion.

Description

This training in dealing with difficult customers will provide all those who are in contact with multiple customers with a method for managing delicate, tense, even conflictual relationships, using assertiveness techniques. Better understand your own weaknesses and how to overcome them, better decode the destabilizing behavior of your interlocutors and know how to defuse them, dare more and ask calmly: simple techniques for immediate results when dealing with difficult customers.

Who is this training for ?

Training objectives

Thwart customers' attempts at aggression, manipulation or escape. Dare to say 'no' with confidence.
Formulate and manage criticism with more confidence.
Enforce your commitments.

Training program

Evaluate your reactions in business relationships

• Evaluate your level of assertiveness.
• Identify the 3 ineffective behaviors: passivity; aggressiveness; manipulation.
• The principles of assertiveness.

Respond to passive, aggressive and manipulative customer behavior

• Identify attitudes among your customers.
• Get a passive customer to engage.
• Deal with aggressiveness.
• Defuse manipulation.

Dare to assert yourself calmly in front of customers

• Express criticism positively with the DESC method.
• Dare to ask in order to obtain.
• Know how to
• Understand the need behind the request expressed.
• Say

Manage customer reviews and avoid conflicts

• Identify risky situations.
• Manage unjustified criticism.
• Build a valid solution for the client and for yourself.

Description

Faced with buyers who are increasingly 'difficult in business', it is essential to assert one's position firmly and flexibly, to know how to overcome disagreements and conflicts, to effectively assert one's interests while preserving a relationship. constructive. This improvement training in commercial behavior teaches you to develop winning attitudes to successfully manage this face-to-face encounter. By providing methods and training in concrete difficult negotiation situations, it has already enabled many salespeople to prevent and resolve conflicts in negotiations to obtain better results.

Who is this training for ?

Training objectives

Prepare for difficult negotiations.
Adjust your communication to the behavior of your interlocutor.
Develop effective reflexes in conflict situations (tense negotiation, indifference, aggressiveness, bad faith, etc.).

Training program

Tool No. 1: Ego states Discover your preferred modes of communication: self-diagnosis.

• Identify ineffective relationship modes in negotiation.
• Decode your clients' communication style.
• Choose attitudes adapted to the situation.
• Practice communicating 'on the customer's floor'.

Tool no. 2: life positions Identify your reference life positions in difficult negotiations.

• Identify blocking negotiation situations: aggressiveness, bad faith on the part of the negotiator...
• Reestablish an effective mode of communication.
• Give yourself permission in the relationship commercial: binding messages.

Tool No. 3: reframing in difficult negotiations Use reframing to help the client modify their perception: reframing of meaning, reframing of time.

• Dealing with objections in difficult negotiations: the CNZ method.
• Seek the posture of excellence to prepare for a difficult negotiation.

Tool #4: anchoring Set a goal. Develop your self-motivation strategy.

• Control your emotion.
• Better manage your stress in negotiation.
• Overcome failures.

Description

The purchasing habits of your BtoB customers have radically changed: today it is estimated that a buyer who comes into contact with a supplier has already completed 57% of their purchasing journey! Today, sales teams must seek out customers and prospects where they are: this is the objective of social selling. This training allows salespeople to adapt their sales processes to new digital tools, but also to adopt a new sales approach more suited to social networks. At the end of this social selling training, you will know how to coordinate these 3 aspects of the digital sales function: sales process, sales Tech and modern sales skills.

Who is this training for ?

Training objectives

• Know and use different social media
  
• Develop your legitimacy on the web
  
• Identify and contact leads
  
• Optimize the digital sales process
  

Training program

Before the face-to-face

• A self-diagnosis.
• A first practical tool.

Commercial prospecting in a digital world The evolution of buyer behavior

• BtoB.
• The role of the digital experience in the purchasing journey.
• The digital transformation of sales forces.

The new gestures of social selling

• Optimize your profile on LinkedIn and Twitter.
• Identify influencers.
• Work on your personal brand.
• Adopt the 'networker attitude' .

Define a content strategy: inbound selling What content strategy?

• Distribute content to gain recognition.
• Listen to the market and share your content curation.

Detect commercial opportunities and leads Approach prospects via networks. Expand your prospect base by taking into account specific criteria.

• Easily find prospects.
• Detect leads from your website.

Optimize your prospecting: outbound selling Outbound selling: the contributions of digital and big data.

• Automated monitoring solutions.
• Prospect targeting solutions.

Streamline and accelerate the commercial process

• Automate commercial follow-up: from lead to closing of the sale.
• Choose the appropriate CRM.
• Talk digital to your prospects: webinars, BtoB chat,. ..

After face-to-face, implementation in a work situation

• Weekly advice to implement your action plan.

Description

Once the commercial objectives have been determined, the rules of the game established, the means explained, the challenge for any sales force remains to 'achieve the objectives' with the available means. Between forecasting and achievement, results and objectives, the sales manager needs to lead his team towards success: he must measure to predict, react and re-orient. This sales management training places the sales dashboard at the heart of the sales process and the motivation of salespeople.

Who is this training for ?

Training objectives

• Putting your commercial activity under control to be able to manage it
  
• Identify the most relevant indicators in your sales process
  
• Design an effective sales dashboard
  
• Analyze the figures to diagnose your commercial productivity
  
• Manage sales performance by communicating with the sales dashboard
  

Training program

Put your business activity under control

• Share with your team the benefit of having an efficient management tool.
• Present a progress tool: the commercial dashboard and its indicators.

Identify the key steps that generate results

• Identify the steps that generate the result: prospecting; qualification; development of the offer; negotiation...
• Identify the key success factors, activity indicators and ratios.
• Organize the management of commercial activity around the sales process: the dashboard.

Identify the most relevant indicators

• Activity: Turnover, margin, sales pipeline, customer satisfaction.
• Commercial actions: mailings; e-mailings; trade shows; call campaigns; promotions.
• Team performance: ratios, commercial productivity.
• Strategic management and operational management.
• Analyze the figures: the gap method; correlated indicators to identify priorities for progress .

Motivate and challenge your teams with the PAC

• Communicate figures and share information to progress.
• Manage objectives and achievements with the commercial dashboard.
• Develop clarity and readability of the dashboard commercial with meaningful graphic and visual representations.

Remote activity

• To illustrate the contribution of knowledge: a video 'The dashboard: management and steering tool'.

Description

To succeed in your sales interviews, this training in sales techniques helps you discover and master the 7 winning sales reflexes, the method to implement with customers upon returning to the field, face-to-face. face or distance!

Who is this training for ?

Training objectives

Adapt to the new purchasing paths of B to B customers
Acquire sales techniques and tools.
Master the stages of the sales interview to provide a memorable customer experience.

Training program

REFLEX I: IDENTIFY customer expectations in your commercial approach

• Adapt to the new purchasing behaviors of BtoB customers.
• Integrate the different stages of the sales process.
• Sequence 'your customers are in the room '.

REFLEX II: TARGET your client or prospect to conduct a useful sales meeting

• Set your objective: ambitious and realistic.
• Collect information upstream: Web, social networks.
• Training 'find information'.

REFLEX III: CONTACT to initiate dialogue

• Create desire through a positive and motivating contact.
• Create interest through a sales hook.
• Create interaction with the customer.
• Training 'making contact'.

REFLEX IV: KNOW the customer’s needs to adapt your offer

• Find out everything about the situation and the customer's needs.
• Determine the real motivations.
• Question the customer: techniques and best practices.
• Training 'the best questions'.

REFLEX V: CONVINCE of the benefits of the offer to persuade to buy

• Build and present compelling arguments.
• Value your price.
• Respond flexibly to customer objections.
• Argumentation training and 'objections'.

REFLEX VI: CONCLUDE the sale to take the order

• Seize the right moment to conclude: the 'green lights' of the conclusion.
• Engage the customer in the purchase.
• Lock down the next steps and mutual commitments.
• Practical case on all stages of the sale.

REFLEX VII: CONSOLIDATE the relationship to better build customer loyalty

• Ensure follow-up after the sale.
• Stay in the customer's landscape to build loyalty and resell.
• Video guide to good sales practices.

Description

This training in sales techniques for salespeople who already have good practice opens new perspectives for improving their conversion rate. You are hesitating between level 1 and level 2: Evaluate yourself.

Who is this training for ?

Training objectives

Identify the maturity level of the customer/prospect need.
Adapt your sales techniques to each customer situation.
Convince the customer/prospect in all situations by developing appropriate techniques.

Training program

Adapt your commercial approach to customer needs

• Identify the maturity level of the customer/prospect's needs.
• Identify sales situations.
• Adopt the AGILE sales reflex.
• Scenario Discovery exercise.

Co-building the solution: consultancy sales

• Express customer needs.
• Discover implicit needs.
• Build the most suitable solution with the customer.
• Help to make your decision.
• Training scenario: involving questions.

Creating the need: persuasive selling

• Make a difference quickly with the 'trailer'.
• Raise awareness of upcoming problems.
• Show the risks for the customer of not action.
• Make people want to change.
• Scenario Training: create the need.

Differentiate yourself through your expertise: reactive sales

• Explore all facets of customer needs to fully understand the request.
• Differentiate yourself with competitive argumentation.
• Resist customer demands.

Accelerate the desire to change: creative selling

• Scenario Training: competitive argumentation Create the appropriate solution.
• Accelerate the need to change: the effects of eloquence.
• Overcome ultimate reluctance.
• Scenario Persuasion game.

Description

Who is this training for ?

Training objectives

Training program

Define your targets Analyze your customer portfolio. Evaluate the potential of the account.

• Cross account attractiveness and probability of success.
• Select targets with the highest added value.
• Scenario Practical account prioritization workshop.

Develop your customer network Identify new major account purchasing processes.

• Identify all the players to know about the major account.
• Build your relational action plan.
• Prepare your PITCH.
• Use social networks to prospect the account.
• Scenario Training to deliver a powerful pitch.

Analyze the major account

• Collect and analyze relevant information.
• Organize your monitoring of the account: take advantage of social networks.
• Finalize the analysis.
• Scenario Transposition to your target account.

Build your key account strategy Define your value proposition: the account plan.

• Build the commercial action plan by distinguishing short term and medium term.
• Decide on the GO/NO GO on each business.
• Work scenario in a group on a practical basis.

Develop your internal network Sell your action plan to your hierarchy.

• Mobilize internal resources without hierarchical authority.
• Scenario Diagnosis of your leadership style.

Remote activities

• To discover a subject related to your training: two e-learning modules 'Building an interpersonal communication strategy'; 'Building and managing an action plan'.

Description

Who is this training for ?

Training objectives

Training program

Before the face-to-face

• A video and a self-diagnosis to prepare for your training.
• A useful first tool on the telephone.

Adapt your communication to sell over the phone

• Telephone tools: voice, words, active listening.
• Diagnose your attitude on the telephone.
• Identify your strengths.
• Structuring your sale with CRC.
• Scenario Practical exercises: adapting to the telephone.

Succeed in the first few moments on the phone Greet an incoming call.

• Hook up and overcome roadblocks on outgoing calls.
• Question by involving the customer: the SPID method.
• Obtain the customer's expectations and motivations.
• Scenario Scenario: my catchphrase.
• Questioning training.

Argument to sell

• Strengthen the desire to change.
• Develop a persuasive commercial argument.
• Treat objections, doubts and lack of information separately.
• Know how to value your price.
• Conclude on the phone.
• Take your leave, leave a good last impression.
• Scenario Training on a complete sales case on phone.

Negotiate and preserve your margins Affirm your added value and argue your price. Resist to promote your offer.

• Obtain compensation in exchange for any effort.
• Finalize the client's commitment.
• Scenario Training for final negotiation and competition.

After face-to-face, implementation in a work situation

• A challenge each week to help implement.
• To learn more about remote activities A video 'Selling is an art!'.

Description

Who is this training for ?

Training objectives

Training program

Prepare the ground ahead of the increase

• Action: Identify all the information useful to legitimize the price increase and translate it into customer benefits.

Prepare and personalize your argumentation strategy

• Action: Build your negotiation matrix: objective, initial requirement, floor, arguments, possible concessions and compensation.

Announce the price increase with conviction

• Action: Practice arguing your price increase and receive feedback from the trainer and your peers.

Finalize the commitment and prepare for the future

• Action: Resist the client's demands, negotiate the implementation conditions and conclude.

Description

More than ever, in any customer-oriented company, executives are called upon to contribute to commercial action by drawing on, beyond their professional skills, the know-how and professional attitudes of salespeople. During this sales training for non-salespeople, executives discover the importance of their active participation in the act of selling and the real impact of their actions and interventions on the winning conclusion of customer and business situations. They thus learn to develop a daily commercial posture focused on customer satisfaction.

Who is this training for ?

Training objectives

• Learn the principles of sales and negotiation
  
• Adopt commercial behavior in customer contacts
  
• Defend the interests of your company
  
• Contribute actively to sales
  
• Negotiate the best possible conditions
  

Training program

Before the face-to-face

• A flash video, an initial self-diagnosis, a first practical advice.

Demystifying sales Customer expectations.

• The stages of a successful sale.
• Scenario Sequence 'what if we changed our minds about salespeople?'.

Make a success of your first contact Prepare your entry into a relationship.

• Promote your business.
• Training scenario on your pitch.

Obtain information to sell better Carry out a complete diagnosis.

• Identify motivations.
• Master active listening.

Advise and convince the client

• Role-play your questions! Promote customer benefits.
• Deal with objections.
• Help the customer in their decision.
• Scenario training on argumentation and objections.

Adopt commercial behavior

• Use the right words.
• Non-verbal communication: posture, smile, rhythm.

From sale to negotiation:

• Make a request.
• Find mutually satisfactory solutions.
• Engage your client.
• Scenario training on internal and external negotiations .

Adapt to more difficult situations Manage customer bad faith. Manage complaints.

• Focus on solutions while preserving your interests.
• Training situation in difficult cases.

After face-to-face, implementation in a work situation

• Training modules for active listening as well as handling objections.
• To find out more about remote activities A video 'Selling is everything art!'.
• Three training modules: 'Manage objections - Level'; 'Manage objections “Level'; 'Practice active listening'.

Description

BRM establishes the essential links at the strategic and tactical levels, between the company and its multiple service providers. It guarantees that the service provision will be able to satisfy business requirements. This seminar describes the role and position of the BRM within the IT department. It provides the concepts and techniques necessary to perform the function.

Who is this training for ?

Training objectives

Establish the role of the Business Relationship Manager.
Specify the posture of the BRM as a strategic and tactical partner of the company.
Transform business requirements into specifications for service providers.
Guarantee the conformity of changes and their success.
Maximize value creation through relevant management of the service portfolio.

Training program

Prospects for the evolution of companies and their IS

• The new deal: new IS architectures, Service-Oriented Architecture, Resource Oriented Architecture.
• Cloud offers (IaaS, PaaS, SaaS) Public Cloud, Internal Cloud, Hybrid Cloud (use, trend, security, management).
• A 4th industrial revolution, digital business, industry 4.
• robotics, cobotics.
• Enterprise architecture: a symbiotic structure of the cybersphere and the enterprise.
• Service as an atom of enterprise architecture: value-centered definition.
• The impact on the organization of the IT department: the end of the Study-Operation bi-pole, the emergence of new functions.

Emergence and key role of the Business Relationship Manager

• Definition of the role of the Business Relationship Manager.
• The growing importance of the function: the breakdown of the company's value chain and its consequences.
• Strategic, tactical and operational management: definitions, positioning of the Business Relationship Manager.
• Skills required at the intersection of technologies and professions: strategy, marketing, techniques, etc.
• Master business relationships at strategic, tactical and operational levels.
• Know how to assess the maturity of suppliers' offerings with regard to business requirements and ensure adequacy.
• The organization of the function and the distribution of responsibilities within the IT department, definition of the RACI matrix.
• Standards and best practice benchmarks: ISO 20000, ITIL®, CMMI for services.

The BRM, strategic and tactical partner of the company

• Understand how business demands are formed.
• Master the processes relating to the management of strategic relationships.
• Understand the strategy, model the ecosystem of company: Porter's forces model, SWOT analysis.
• Integrate risk management: types of risk, treatment and formalization of different risks.
• Understanding asset management strategies, innovation trajectories.
• Understanding the architecture of the company: the places of creation or destruction of value.
• Strategic alignment: the definition of choices tactics, critical success factors and KPIs.
• Outsourcing strategies and tactics: subcontracting, cooperation, coopetition? global view of the e-SCM framework (CL & SP).

Service portfolio management and value creation

• Definition of the service portfolio and the service catalog: definitions, scope, interactions.
• The economic study of services: the business case of the service, its constitution, its life cycle .
• The management of the service portfolio guaranteeing value creation.
• The creation of services, the establishment of priorities, the strategic balance of the portfolio.
• The transition of services within business processes.
• Service management: creation or destruction of value and withdrawal of services.
• Dashboards and management of the value.

Le Business Relationship Management et le Customer Relationship Management

• Business Relationship Management and relationship marketing: establishing lasting relationships of trust.
• Customer Relationship Management: a sharing tool between all the players involved in the services.
• Anticipating business needs: capturing business requirements.
• Measuring and monitoring customer satisfaction and Service Level Agreements (SLA).
• Managing customer complaints Communication: information and organization of reporting.

Description

This course will show you how to create specifications for management IT projects. It will teach you in particular to choose the right level of description as well as to identify the right levels of granularity.

Who is this training for ?

Training objectives

Describe the main functions of an application to be developed with UML
Write the different clauses of a specification for the development of software
Describe the development plan and the requirements for monitoring the project in the specification specifications
Supply specific specifications (integration, web, etc.)

Training program

Specifications: objective and typology

• Express a need, formalize a relationship.
• Types of specifications.
• Positioning of specifications.
• Cycles of life.
• The actors concerned.
• Project management and project management.
• Role and responsibility.
• Validation and decision.
• Role of pilots in the specifications.
• Role of users.
• Role of experts.

Content of the specifications

• Standard headings.
• Technical clauses, context of the project, description of the need, constraints, actors.
• Legal clauses.

Case of specifications for software development

• An approach to defining the target information system.
• Diagnosis of the existing system.
• The description of the context, data, business processes, workflow.
• Description of the functions of the future application, the technical and software architecture.
• Definition of the expected product in terms of quality.
• The techniques of representation.
• Methods and diagrams.
• UML models, Merise.
• Participation in the expression of needs.
• Actors, participatory work techniques.
• Practical work Determine quality factors, criteria and metrics.
• Translate a need, have it validated, translate it for a master of work.

The development strategy

• How to establish a strategy? Risk assessment, risk reduction.
• Development plan, support measures, scheduling, setting up structures.
• Breaking down into projects, into batches.
• Overall planning.
• Project monitoring requirements.
• Request for additional services (functional acceptance work, migration of data.
• ).
• Practical work Evaluation and development strategy.

Other specifications

• Case of a software package specification.
• Sections of an integration specification.
• Case of a Web solution.
• Specific sections.
• Case of specifications for project management.

Description

This training will show you how to design specifications using game workshops built around a case study. He will present to you a method for designing specifications as well as techniques for collecting information and analyzing needs.

Who is this training for ?

Training objectives

• Frame an expression of need with a summary note
• Apply the appropriate information gathering technique
• Analyze functional and technical needs
• Structuring the different parts of a specification

Training program

General presentation of the approach

• The role of the specifications.
• The actors concerned and the responsibilities.
• The prerequisites concerning the participants: availability, competence, proximity, decision-making power.
• The sections of a specification - standard plans.
• The types of specifications.

Framing the request

• Origin of the request.
• Issues of the need.
• Reasons for the request.
• Objectives of the request.
• Definition of the scope and outside the scope.
• Identification of the actors.
• Reformulation of the need.
• Case study Take into account an expressed need and produce a framework note.

Analysis of the need

• Diagnosis of the existing situation: interviews, work meetings, document analysis.
• Constitution of the flow diagram.
• Exploitation of the process map.
• Writing the relevant chapter.
• Case study Interviews, user questions and reformulation.

Function Analysis

• Construction of procedures and tasks (business scenarios) by group meeting.
• Construction of procedures and tasks (business scenarios) by individual interview.
• Analysis functional: description of basic functions then secondary functions.
• Design in the form of models and models.
• Management rules: decision tables.
• Study case study List the functions of the system studied (table, post-it, mental map).

Analysis of non-functional requirements

• Ergonomics and usability requirements (models - prototype).
• Safety and authorization requirements.
• Technical requirements (performance, volumes, robustness.
• ).
• Other requirements: norms, standard, legal, contractual, social, etc.
• Case study List the non-functional requirements of the system studied.

Synthesis

• Reminder of the key points of the approach.
• Advantages of this approach.
• Limits of the approach and points of attention.
• Collective reflection Participant exchanges/assessment.

Description

This intensive and comprehensive course on the Merise method offers operational training by providing a clear and concise presentation of concepts, as well as numerous practical exercises. Additionally, it emphasizes practical application in the field by providing frequent references. Thanks to this approach, participants will be able to acquire real mastery of the Merise method.

Who is this training for ?

Training objectives

• Define a data dictionary based on application specifications
• Develop flow models to describe information exchanges
• Build a conceptual data model from an existing one
• Moving from flow models to processing models with Merise
• Apply the rules to describe the organization of processing and data
• Represent logical functions with Merise

Training program

Presentation of the Merise method

• Identification of the basic concepts.
• The models.
• General presentation of the Merise approach.
• The preliminary study.
• The detailed study.
• Actors, main tasks, expected results.
• Compendium of the existing data.
• Models and flow diagrams .
• The validation of the perception of the existing.

Flow models (MCF, MCC, MOF)

• Context model, conceptual (or communication) and organizational model of flows.
• Types of flows, types of actors.
• Rules of 'model development.

Conceptual Data Level (CDL)

• An intuitive approach to concepts.
• Object, relation, property, occurrence, identifier.
• Rules for building a MCD.

Conceptual level of treatments (MCT, MCTA, CVO)

• Processes, operations, events and results.
• Issuance and management rules.
• Development rules: from flow models to processing models .

Organizational level of processing (MOT, MOTA)

• Concepts: procedure, phase, organization.
• MOT construction rules.
• MOTA: concepts and construction rules.
• External models.

Data Organizational Level (MOD)

• The organizational model of the data.
• The authorizations associated with the data.
• The conceptual, organizational or technical data.
• Construction rules and presentation.

Logical level of processing (MLT)

• Functional dialogue and man/machine dialogue.
• Graphical interfaces.
• The non-interactive core.

Merise verse UML

• Merise and the Object approach.
• UML models.
• Comparison between Merise and UML models.
• UML and driving of projects.

Description

Being able to pronounce the recipe for a computer application requires skills in the field of testing, to ensure the quality of software and support its deployment to users. Focused strongly on practice, this internship allows you to acquire the essential concepts, techniques and methods for conducting software testing and acceptance.

Who is this training for ?

Training objectives

Design test scenarios using different techniques
Create and organize tests in a test repository
Conduct a test review Execute tests (manual/automatic), record results Take stock and pronounce the recipe

Training program

Introduction to the recipe

• What is software testing? Definitions.
• The difficulties of testing.
• The psychology of the tester, what should motivate him.
• Functional testing.
• The typology of tests.
• The notion of test coverage.

The project context

• The life cycle of the project.
• The different processes.
• Understanding of the roles on the project (project management, project management, team of recipe, users).
• Deliverables (specifications, specifications).
• Case study Analysis of project specifications.

The recipe process

• The recipe process and its interactions.
• The steps of the process.
• Recipe planning.
• Recipe testing non-regression (or change).
• The acceptance plan: types of tests, scope, deliverables, resource requirements, planning and risks.
• Case studyr nAnalysis of a recipe plan.

Management of tests and non-conformities

• The principles of test management.
• Test repositories, functions.
• Market tools.
• The test architecture.
• The principles of non-conformity management.
• Anomaly managers, principles and market solutions.
• The configuration management and tests.
• Practical work Getting started and configuring the test repository (Testlink).
• Getting started and configuring the management tool anomalies (Bugzilla, Mantis).

Test design

• Design principles.
• The design trace.
• Requirements and testing traceability.
• Partitioning techniques or definition of "equivalence classes".
• Boundary testing techniques.
• Decision tables or definition of input-output combinations.
• Coverage of test objectives.
• Practical work rnTest design for the application under test with Testlink.

Test implementation

• The principles and conditions of implementation.
• The architecture of a test.
• The test sets, the databases.
• Test data generators.
• Manual testing.
• Automated testing: principles, advantages and disadvantages.
• Robots functional test.
• Good practices.
• Test review techniques.
• The phases and the actors.
• Practical work rnImplementation of tests for the application under test with Testlink.
• Implementation of an automatic test using a functional test robot.
• Cross-review of tests .

The recipe campaign

• Preparing the campaign.
• Test platforms (sandbox, pre-production).
• Passing the tests.
• Recording results and anomalies.
• Objectives of the Change Control Board (CCB).
• Stopping and acceptance criteria (Go/No go).
• Review and acceptance report.
• Practical work Execution of tests for the application under test (manual/automatic).
• Recording of results and final evaluation.

Description

In order to meet customer quality requirements, it is essential to master the overall testing process. This course offers tools and best practices to help participants build management indicators, monitor and evaluate tests at each stage of the process, and manage tests effectively. By understanding this approach, participants will be able to improve the quality of their products and services, strengthen their customer satisfaction and optimize their overall performance.

Who is this training for ?

Training objectives

Define the functional acceptance strategy Identify the impact of quality standards on the acceptance strategy.
Define and validate the indicators linked to requirements coverage. Implement some tools for test management.
Monitor and analyze the indicators defined during the test campaign phase.

Training program

The context of the recipe

• The functional recipe, the objectives, the context.
• The technical recipe, the contribution of project management to the recipe.
• The contract, the appendices.
• Non-conformities and termination criteria.
• The expression of requirements: functional requirements, quality requirements.
• Study case study Presentation of the case study and analysis of the specifications.

The recipe plan

• The axes of analysis.
• The functional recipe strategy.
• The risks and actions of control in recipe.
• The test architecture.
• The acceptance team.
• The non-regression strategy.
• Test platforms, configurations.
• Recipe planning.
• Indicators.
• Verification.
• Practical work Developing the recipe plan.

The quality approach and the recipe

• The minimum ISO 9001 quality requirements.
• The TMap, TPI approaches.
• The TMMi.
• The implications of such approaches (reference quality, procedures, etc.
• ).
• Case study Study of application to the recipe of a maturity model.

Implementation of the recipe plan

• Test design: monitoring, verification, requirements coverage.
• The application of functional and non-functional testing techniques.
• The implementation of tests: verification and audit.
• Taking quality requirements into account.
• Monitoring indicators during the preparation phase.
• Practical work Specifications, tests: verification.

Acceptance testing tools

• Test repositories.
• Test data generators.
• Robots.
• Traceability management tools.
• Practical work Analysis and implementation of tools.

The test campaign

• Reception of the delivery.
• Delivery control and initiation of tests.
• Monitoring results, reporting anomalies.
• Monitoring indicators during the test campaign phase, consolidation of results, MTTF, acceptance report.
• Practical work Improvement of the acceptance plan.

Deployment and support

• Warranty period.
• The maintenance contract.
• Treatment of non-conformities.
• Production monitoring.

Description

Dynamic and interactive training to effectively support your salespeople in the field. It will teach you in particular how to adopt the posture of a manager coach, to debrief your employees and to develop their skills.

Who is this training for ?

Training objectives

• Moving from the position of operational manager to that of field coach
• Create autonomy and motivation among your salespeople
• Mastering the success of a duplicate field visit
• Build a complete, structuring and motivating field debriefing

Training program

Understand the challenges of support in the field

• Know the different types of field support: commercial support, training, development.
• Understand the advantages of field support: common benefits, individualized relationship.
• Put yourself in the position of a coach and not an operational manager.
• Set the framework clearly: explain the context and objective of the support, determine the role of each person.
• Collective reflection Exchanges and feedback.
• Analysis of successes and difficulties encountered.

Establish your credibility as a manager coach

• Know the qualities of a manager coach and know how to implement them.
• Be credible, factual and attentive (do not get into emotional, judgmental and 'interventionism).
• Identify and understand the profile of your employees, respect their needs.
• Create the autonomy and motivation of your employees.
• Work practices Self-diagnoses: discovery of your preferred modes of communication and management.

Master the stages of the field support process

• Understand the different stages of the two-person visit.
• Know how to introduce, conduct and conclude the two-person sales interview.
• Create bonding and trust and structure throughout the day.
• Know how to associate gait (method) with posture (behavior).
• Scenario Practical cases and games filmed roles: simulations of sales visits in pairs.

Successfully complete the debriefing and follow-up of your field support

• Understand the key points of a complete and effective debriefing.
• Know the topics to discuss and the mistakes not to make.
• Identify areas for progress and formalize an action plan with the sales representative.
• Identify your own areas of progress for your next support.
• Scenario Practical cases and filmed role plays: debriefing simulations.

Description

This course is aimed at all those who wish to develop the relational dimension in negotiations and better understand their personal style. It will allow them to analyze the balance of power present and the functioning of their interlocutor with a view to adapting their behavior and their argument.

Who is this training for ?

Training objectives

Learn to position yourself in a negotiation situation

Communicate and gain the upper hand over your interlocutor

Build a scenario to achieve your objectives

Arguing to influence the negotiation

Locate the moments and signs to conclude

Training program

Identify the negotiation issues

• Learn to position yourself in all situations.
• Become a true negotiator.
• Identify the differences between selling, negotiating and resolving a conflict.
• Use the different types of negotiation.

Master the psychology of negotiation

• Deal with destabilization attempts.
• Know bargaining techniques.
• Master psychological transactions.
• Use non-verbal and key attitudes.
• Scenario Communicate and gain the upper hand over your interlocutor.

Know how to analyze power relations

• Variables and the field of negotiation.
• What is the basis of power relationships? Example of a power balance analysis grid.
• Collective reflection Exchange and feedback on the balance of power during a negotiation.

Know how to build your strategy

• The choice of a strategy: win-win, give-and-take, conciliation, confrontation or avoidance.
• The rule of three objectives.
• Always know how to keep an alternative.
• Proactivity and anticipation.
• Practical work Construction of a scenario to achieve objectives.

Prepare to negotiate

• Build a checklist of questions to ask yourself.
• Test your personal negotiation style.
• Practical work Preparation and validation of a memo negotiation.

Identify the negotiator’s mission

• Manage the actors in the negotiation.
• Use socio-dynamics.
• Practice horizontal and vertical negotiation.
• Practical work rnIdentification of vectors and actors in its direct environment.

Knowing how to argue to influence the negotiation

• Know your differentiating points.
• Structure your argument.
• Use the emotional register.
• Feedback.
• Recognize and respond to the objections of your interlocutor.
• Scenarios Filmed scenarios and debriefing on the argumentation during a negotiation.

Know how to conclude a negotiation effectively

• Locate the moments and signs to conclude.
• Obtain the agreement, its follow-up and possible renegotiation.
• After: "reread" the negotiation and take stock.
• Scenario Role plays and filmed scenarios.
• Debriefing on the conclusion of a negotiation.

Description

Develop a strategic approach to negotiation. Optimize the result in a complex environment. Prepare effectively for team negotiations. Learn to confront divergent points of view while remaining constructive and to progress in emotional maturity in difficult situations.

Who is this training for ?

Training objectives

• Understanding trading strategies
• Practice the practice of team negotiation
• Handle objections constructively
• Enter an educational objective here

Training program

Distinguish the two trading strategies

• Understand the two negotiation strategies.
• Master the different levers and identify the risks.
• Target the choice criteria.
• Identify courses of action to manage delicate situations Practical work Concrete cases.
• Determine the most suitable strategy based on different examples.

Implement the direct strategy

• The implementation framework.
• Associated behaviors.
• Practical work Filmed scenarios (the same situation will be played twice to illustrate both strategies).
• Practice the engagement strategy.

Implement the indirect strategy

• The implementation framework.
• Associated behaviors.
• Practical work Filmed scenarios.
• S' train in the practice of the control strategy.

Negotiate as a team

• The specificities of team negotiation.
• The distribution of roles.
• Practical work Collective scenarios.
• Practice team negotiation.

Deal with objections constructively

• Methodological benchmarks.
• The ACRA technique.
• Practical work Collective scenarios.
• Practice to treat objections constructively.

Defuse conflict situations

• Know your conflict resolution profile.
• From tension to conflict.
• What persuades, what dissuades.
• Canvas negotiation in situations of high tension.
• Practical work Self-diagnosis.
• Know yourself better to progress in emotional maturity.

Dealing with difficult behaviors

• Circumvent obstructionist tactics (controversy, forceful passage).
• Unmask manipulation.
• Defuse aggressiveness and confront deviant behavior.
• Thwart disqualification.
• Practical work Sub-group work and discussions.
• Identify avenues of action to confront blocking behavior and manage the "delicate" situations listed by the participants.

Description

This practical internship will allow you to adopt a winning commercial mindset in order to be able to support your actions, collect relevant information, carry out your projects and understand the techniques for building and managing the relationship with an internal or external client.

Who is this training for ?

Training objectives

• Develop a commercial posture to better sell your offer or project
• Overcome your preconceptions about the commercial approach
• Master the stages of an interview focused on customer needs and expectations
• Arguing about benefits for your interlocutor/client
• Animate a structured and dynamic presentation of your offer

Training program

Adopt commercial behavior

• Discover, beyond appearances, what the commercial spirit really is.
• The salesperson's missions.
• Mapping the different stages of the relationship client/prospect.
• Learn how to introduce yourself and make contact.
• The points to follow when presenting your company.
• Learn how to introduce yourself to a client: the differences compared to the prospect.
• Propose an interview plan to your client.
• Observe, know how to listen, question and know how to reformulate.
• Decode your customer's behavior: posture, gestures, voice, gaze, facial expression.
• Know your offer and know how to talk about it.
• Use SEO to discover new prospects.
• Practical work Filmed exercises: present your company and its offer in one minute.
• Collective debriefing.

Overcome your brakes

• Discover your "limiting beliefs" in your sales approach.
• Take a step back to exercise discernment and objectivity.
• Deal with the most serious objections more frequent.
• Overcome your fears: the steps to follow.
• Transmit your enthusiasm: love and believe in your product, use constructive language.
• Observe the behavior of your interlocutor.
• The "iceberg" effect: the conscious and the subconscious.
• Practical work Filmed exercises: facing a situation head-on -to-face and transmit a positive emotion.
• Collective debriefing.

Discover the potential needs of your interlocutors

• Master the art of questioning during the interview.
• The different types of questions.
• Questioning during the discovery phase.
• Take the time to reformulate the responses of your interlocutor to verify and reassure.
• Use the reformulation of centering, echo, synthesis.
• Learn to focus on your interlocutor: empathy and listening.
• Be in sync with your interlocutor, use the same language.
• Understand the different types of needs: functional, rational and psychological needs.
• Select the customer's motivation levers: SONCAS.
• Discover areas for improvement in the service or product offered.
• Practical work Filmed exercises: training in interviews intended to discover needs.
• Collective debriefing.

Arouse the interest of your interlocutors

• Suggest rather than assert.
• Adopt the right posture to propose the commercial offer.
• Find a point of interest in the current situation.
• Distribute information sparingly.
• Give examples, illustrate your speech.
• Prepare the next step, develop a transition phase.
• State your proposal.
• Practical workrnFilmed exercises: practice in a face-to-face meeting to arouse the interest of an interlocutor.
• Collective debriefing.

Develop an argument

• Build an argument with the SONCAS tool.
• Rely on identified needs.
• Develop arguments corresponding to expressed needs: selective argumentation.
• Know how to highlight the strong points of your offer.
• Do not deny the weak points and use them.
• Listen to and accept the customer's objections .
• Bounce back without aggression.
• Know how to conclude the interview.
• Recognize the positive signals emitted by the interlocutor.
• Work practices Behavioral simulation and training on arguments: develop an argument on a product or an offer then present two SONCAS arguments based on expressed needs.
• Collective debriefing.

Addressing an audience

• Prepare presentation elements and prepare your materials.
• Learn how to frame a commercial presentation.
• Exhibit the object, develop the content by expositing, announce a outline, repeat the main points, conclude by summarizing.
• Make a presentation lively.
• Stimulate the audience's attention.
• Understand all types psychological needs.
• Deal with questions and contradictions.
• Make the questioning phase effective and constructive.
• Practical work Make a presentation in front of an audience and manage their reactions.
• Collective debriefing.

Description

Social Commerce has become an essential lever for advertisers to influence consumers' purchasing actions. This seminar will explain how merchants transform their customers' products, promotions and purchasing actions into "social objects" and how they measure the impact of these shares.

Who is this training for ?

Training objectives

Know Social Commerce services and the different strategic approaches.
Detect the different social mechanisms in an e-commerce context.
Master the different social networks in terms of e-commerce integration.

Training program

Measuring the benefits of social networks for Social Commerce

• Social Commerce: a territory with strong potential.
• Strategies adapted to the specificities of social networks.
• Community dimension to the act of purchasing on the Internet: shared purchases, wishlists.
• Overview of successful startups and Social Commerce services.
• Study of different Success Stories.
• Success and success factors failure of f-boutiques.
• New social networks focused on commerce.
• Case studies: Facebook and Twitter.

Optimize the virality of Social Commerce products

• Almost viral promotional offers.
• Types of "presence" on social networks.
• Creation of your f-boutique: the different possible formats.
• F-merchandising tools.
• Other examples of f-stores.
• Interfacing stores with social networks.
• Means for merchants to become their own social network.

Sell ​​and promote on Facebook

• Definition and purposes of f-Commerce.
• Opportunities for brands to present their offers and products.
• Facebook API and Open Graph Protocol.
• "Like" button.
• Facebook Ads: key success factors for an effective campaign.
• Facebook Places: local search directory based on recommendation and opinions of its users.
• Facebook "Fan" page: the rules to follow.
• Ranking of the most used Facebook shopping applications.

M-commerce and Social Shopping of the future.

• Local commerce within reach of a mobile phone: the UrbanDive case.
• Current solutions facilitating in-store interactivity: QR Code, connected objects, reviews, price comparisons.
• NFC, Paypal, MyBee.
• Merchants as application platforms for Facebook or Twitter.
• The examples of Netflix or Amazon.
• The Social Shopping of the future.

Description

This training will provide you with the fundamental concepts to measure the financial impact of your business decisions. This will allow you to evaluate performance using relevant indicators with a view to improving the efficiency and profitability of your commercial activity.

Who is this training for ?

Training objectives

• Learn to assess the risks to the financial health of your client partners
• Optimize commercial performance
• Identify the weak points and opportunities for development of the company's commercial activity
• Master the audit methodology of accounting and financial warning indicators for commercial activities

Training program

Read and understand the company's balance sheet and income statement

• Know the main balance sheet items and its functional presentation.
• Understand the major balance sheet balances.
• Interpret the income statement and its presentation as an interim balance management.
• Break down the formation of results.
• Understand the link between balance sheet and income statement.
• Case study Analysis of a balance sheet and income statement of a commercial activity.

Build a business budget for the desired level of profitability

• Understand the company's strategic plan and its breakdown into an annual budget.
• Carry out subsequent framing.
• Collect the necessary variable elements.
• Model volumes, unit sales price, discounts, margins, forecast costs.
• Design the monthly commercial budget.
• Case study Analysis of different budget formats commercial.

Manage profitability with your sellers

• Prepare intermediate management balances.
• Calculate added value and gross operating surplus.
• Define and calculate profitability ratios.
• Build and manage dashboards.
• Case study Choice, analysis and commentary on management ratios for a commercial activity

Manage customer risk by constructing an evaluation spreadsheet

• Detect customer failure.
• Discern the weight of intercompany credit.
• Select the essential information.
• Distinguish the main ratios and interpret.
• Practice normative and sectoral reading.
• Define scoring, its use and its limits.
• Case study Identify customer risk linked to the industrial, service or trading sectors and comment on the scores of different companies.

Business intelligence to measure the financial health of your customers

• Quickly retrieve data.
• Choose the most relevant alerts.
• Enter additional non-accounting data.
• Integrate sectoral data.
• Carry out the diagnosis.
• Case study Implement a business intelligence tool.

Description

In an omnichannel context, the digitalization of the point of sale has become a major objective. It consists of the adoption of digital applications to optimize the customer's experience at the point of purchase. This training will allow you to understand the keys and strategic issues for the company.

Who is this training for ?

Training objectives

• Understand the prospects for the evolution of commerce and e-commerce
• Implement a digital strategy in a point of sale
• Create a new, enriched customer experience
• Generate traffic to your point of sale

Training program

State of play of e-Business

• The key figures for e-Business in France and internationally.
• The evolution of retail in an omnichannel context.
• Omnichannel at the heart of the strategic system.
• Mobile: the essential off/online link.
• The new customer journeys.
• Case study The ideal customer journey according to McKinsey.

New purchasing behaviors

• The new expectations of consumers.
• Big Data and e-CRM: a necessary integration.
• The consumer 3.
• 0: ATAWAD, SOLOMO, ROPO, showrooming.
• Inbound Marketing: a winning strategy.
• Exchanges Feedback.

The connected store in an omnichannel strategy

• The definition of point of sale: phygital? The new challenges of digitalization for brands.
• New experiences for customers.
• Web to Store, Store to Web: choosing the right strategies.
• A new concept: retailtainment.
• Case study Examples of different omnichannel strategies.

Technology at the service of the customer experience

• Before the visit: generate traffic to the store and attract the customer.
• During the visit: create a new experience and generate new services.
• After the visit: build customer loyalty and generate engagement.
• Mobile applications to maintain customer relationships.
• Social networks at the heart of the store.
• Practical work Workshop: and for you?

Campaign management

• Optimize actions thanks to marketing automation.
• Omnichannel: a single customer repository! The importance of e-CRM tools.
• The transformation of a customer into an ambassador.
• Performance measurement tools.
• Demonstration Salesforce: managing the single customer.

Organizational impacts for the company

• Anticipate the transformation of businesses.
• From Big Data to Smart Data: the new data.
• Manage commercial performance differently.
• Rethinking a new organization for the company.
• The key success factors.
• Development perspectives.
• Collective reflection Organizational impacts for participants' businesses.

Description

How to take advantage of a competitive environment and optimize your account strategy? What levers can be used to develop, consolidate and sustain partnerships? How to stimulate teams to meet challenges? This training offers you the methods and tools to meet the challenges of the KAM profession.

Who is this training for ?

Training objectives

• Organize your Key Account Manager activity Unite around your commercial project to ensure its success
• Develop your impact on the account
• Exert better influence internally and externally
• Support and facilitate changes related to commercial projects
• Identify your personal areas of progress

Training program

Organize the development strategy

• Mapping and analyzing the portfolio: crossed ABC matrix.
• Define your Key Account Manager "playing field".
• Exploit quantitative and qualitative information .
• Measure the potential of each account.
• Detect new partnership opportunities.
• Build the specific strategy for each client.
• Plan to optimize action plans.
• Exercise: Application of tools based on real situations experienced by participants

Develop the information strategy

• Master the information on each account and each market.
• Identify sources of reliable and relevant information.
• Rely on the principles of economic intelligence.
• Take advantage of digital tools.
• Exercise: Application based on real situations experienced by the participants.

Communicate the strategic vision to teams

• Develop your leadership as a Key Account Manager.
• Identify and bring together team skills.
• Stimulate team and corporate spirit.
• Set the course and set motivating objectives.
• Share and circulate information.
• Mobilize and motivate your teams throughout the project.
• Ensure collaboration and coordination of other services involved.
• Exercise: Exercise: in a group: exercise leadership and promote the strength of the group

Deploy your impact on accounts

• Implement an influence strategy.
• Know how to use information and thwart misinformation.
• Rely on the client's values.
• Evolve from a customer/supplier relationship to a partner relationship.
• Sustain the partnership relationship by supporting it through change.
• Change: a war territory.
• How to win it? Exercise: Filmed scenario: Use your power of influence to influence a decision.
• Identify resistance to change.

Description

This practical internship will allow you to control your image and your credibility, to strengthen your impact in sales interviews. You will discover the communication and persuasion techniques that will allow you to lead the client towards signing a deal under the conditions you are looking for.

Who is this training for ?

Training objectives

• Lead an effective commercial negotiation
• Organize your commercial activity, make useful appointments
• Succeed in the face-to-face sales interview

Training program

Identify your reactions to your customers

• Measure your assertiveness.
• Know how to spot ineffective behavior in interviews and their consequences.
• Avoid the pitfalls of miscommunication.
• Work practices Test measuring your level of assertiveness.

Dare to overcome your fears, your apprehensions

• Discover your "limiting" beliefs and restrictive messages.
• Dare to sell the displayed price.
• Transform objections into arguments.
• Work in a hostile environment.
• Practical work Exercise: filmed: interact with an aggressive customer by adopting an assertive attitude.
• Get out of a "low position" induced by the client.
• Collective debriefing.

Develop your image and credibility

• Know and recognize your qualities.
• Identify your limits.
• Use reassurance techniques.
• Prepare yourself mentally.
• Adopt the attitude of a "winner".
• Use techniques to project an image of credibility.
• Practical work Preparation training mental (visualization of victory, anchoring of a positive feeling).

Argument persuasively and assertively

• State your intentions.
• Reassure your customer.
• Use positive reframing.
• Use the right communication channel.
• Avoid doubt from setting in.
• Practical work Exercise: filmed: training for an interview using positive reframing.
• Collective debriefing.

Dare to assert yourself in front of your customers

• Know how to respond calmly to criticism.
• Handle objections effectively.
• Pronounce a refusal acceptable to the client.
• Practice " anti-sales ".
• Practical work Exercise: filmed: welcoming and managing different customer objections.
• Collective debriefing.

Influence your customer

• Create desire and support for your cause.
• Satisfy your psychological needs.
• Lobby.
• Develop your ability to persuade .
• Make you friendly and indispensable.
• Gain the upper hand gently.
• Practical work Behavioral simulations: discover the needs motivating a customer during an interview.
• Collective debriefing.

Description

Organized around realistic scenarios, this training will allow you to improve your sales techniques, in particular to improve your commercial behavior, your sales pitch and the handling of objections.

Who is this training for ?

Training objectives

Improve the effectiveness of your initial contact
Deep your collection of strategic information
Refine your argument and differentiate your offer from the competition
Detect purchasing signals to conclude well

Training program

Get an appointment with a decision maker

• Obtain the customer's recommendation: structure an active reference.
• Identify the benefits your interlocutor derives from spending time with you.
• Communicate this benefit to them with enthusiasm.
• Exercise: Think about your existing customers and ask yourself who might recommend you.

Gain confidence from the first minutes of the interview

• The 4x20 rule.
• The importance of non-verbals.
• Natural attitudes.
• Dealing with an attitude of reserve and fallback.
• Exercise: Coaching on how to present your company in one minute (filmed and analyzed).

Discover

• What to discover? Strategy, organization, technical data.
• Identify the network of influence.
• Detect functional needs.
• Identify the motivations of your interlocutor.
• Use the tools of discovery: questions, empathy, active listening, reformulation.
• Identify the communication style of your interlocutor and adapt to it.
• Practical work Scenarios on the participants' cases.

Refine your argument

• Choose arguments based on the information collected in the discovery phase.
• Build and structure your argument.
• Know how to communicate in terms of customer benefits.
• Use relevant evidence.
• Stand out from the competition.
• The three price presentation techniques.
• Exercise: Presentation of the solution directly linked to the needs identified during the discovery phase.

Dealing with objections

• The different types of objections.
• The attitudes to adopt when faced with objections.
• The three key stages of handling objections.
• Processing techniques.
• Exercise: Practical training on the most frequent objections encountered by participants.

Conclude

• Know how to detect "purchasing signals".
• Choose the right form of conclusion.
• Prepare the report of the sales interview.
• Exercise: Work on recognizing purchasing signals and vigilance signals.
• Writing a report of the sales interview.

Description

This very practical training will allow you to deepen your knowledge of CIEL Gestion Commerciale Evolution software for Windows. In particular, you will learn how to manage inventory and suppliers, make payments and use the advanced features of the software.

Who is this training for ?

Training objectives

• Master advanced software operations
• Know how to manage inventory and commercial performance analysis elements
• Know how to record deposits and payments

Training program

Know the advanced functions of CIEL Gestion Commerciale

• Access advanced settings.
• Enter your preferences.
• Personalize the screen and display: edit the displayed columns.
• Configure the authorizations of the different users.
• Practical work Personalization of the different software screens and advanced settings.

Create and configure suppliers

• Create supplier files.
• Update supplier files.
• Practical work Creation and update of supplier files.

Manage inventory

• Control stock movements: record entries and exits.
• Regularize stocks.
• Take inventory.
• Edit the inventory listing.
• Practical work Entry of stock movements, regularization and inventory.

Manage payments

• Manage deposits and advances.
• Enter transfers and payments.
• Set up credit notes.
• Manage direct debits.
• Practical work Entry of transfers and various payments.
• Management of deposits and progress.

Know the management particularities of certain sectors of activity

• Know the specificities relating to construction.
• Know the specificities of other sectors of activity.
• Demonstration Configuration and creation of a profile for the commercial management in the construction sector.

Know the advanced features of CIEL Gestion Commerciale

• Edit advanced statistical reports: graphs, dashboards.
• Use Internet features: automatic acknowledgments of receipt, replenishment.
• Import Word files or Excel.
• Export data to other applications.
• Practical work Editing advanced graphs and statistics.
• Exporting data to Excel and processing of this data.

Description

Given the growing level of customer demands, communicating well is an essential point for a successful sale. This course will teach you how to properly identify the customer profile as well as how to improve your performance by implementing good communication practices.

Who is this training for ?

Training objectives

Revitalize and exploit your relational potential
Improve your commercial performance
Know and use communication techniques
Satisfy customer requirements
Adopt the correct posture during difficult situations

Training program

Seller: convey the brand image

• Remember the missions and role of the salesperson.
• Identify the capacities and skills required for selling.
• Know the company's commercial policy.
• Adapt your attitude and behavior to the company's values.
• Retain customer loyalty: the cost of lost customers.
• The notion of customer service according to the Kano principle.

Master communication techniques

• Identify the obstacles to interpersonal communication.
• Know nonverbal communication.
• Identify the phenomena linked to perception.
• Practice active listening.
• Understanding NLP: synchronization.
• Knowing your brain preferences.

Express yourself to generate interest

• Identify the frame of reference and its impact on communication.
• Express oneself visually: outfit, attitude, behavior.
• Express oneself simply and clearly verbal level.
• Be precise and avoid erroneous interpretations.
• Use questioning appropriately.
• Use positive words and terms for sales.
• Practice oral communication: tone of voice, tone.
• Use key words and phrases at appropriate times.

Managing difficult situations

• Identify the types of customers and their behavior.
• Know your usual attitude in a face-to-face situation according to PORTER.
• Deal effectively with customer complaints and dissatisfaction .
• Define what a difficult customer is and channel aggression.
• Know how to assert yourself and adopt assertive behavior.
• Manage your emotions by public.
• Understanding stress and stage fright.

Reflection and Personal Action Plan for progress

• Develop the profile of the
• Synthesis and validation.
• Personal action plan.

Description

How can we make the telephone a powerful instrument for commercial action? How to remove your own brakes? What techniques to communicate well and achieve your appointment setting objective? This practical training offers you the methods and tools for a successful prospecting process.

Who is this training for ?

Training objectives

• Organize your approach and your prospecting time
• Develop effective communication over the telephone
• Obtain targeted appointments
• Develop your customer portfolio
• Tackling difficult calls commercially

Training program

Develop communication adapted to prospecting by telephone

• Understand the specificities of telephone communication.
• Overcome your own obstacles.
• Personalize the telephone relationship and make it dynamic: rhythm, voice, intonation.
• Building a relationship of trust: the right tools.
• Adopting positive communication.
• Practical work Exercises on voice, listening, questioning, positive speaking.

Get organized to succeed in prospecting and making appointments

• Evaluate the challenges of the commercial prospecting approach.
• Organize your prospecting pace and sustain it over time.
• Define the targeting criteria: matrix " asset-attraction".
• Set the objectives and stages of your action strategy: the right questions to ask yourself.
• Identify the potential levers of motivation for the prospect.
• Practical work Exercises for detecting purchasing motivations.

Make a successful prospecting call and make an appointment

• Conducting a telephone interview: best practices.
• Arouse the attention and interest of the interlocutor.
• Frame your communication to sell the meeting you.
• Handle objections positively.
• Close in a positive way: rephrase and conclude.
• Practical work Telephone scenarios.
• Collective debriefing.

Avoiding the “dam” obstacle

• Plan your prospecting to limit risks.
• Overcoming the barrier: tips and preferred behaviors.
• Practical work Telephone scenarios.
• Collective debriefing.

Arguing and handling objections

• Adopt the right rhythm in your communication: silence, rebound, reformulation.
• Catch your client's attention: AIDA method.
• Think advantage/benefit client: CAB method.
• Propose an agreement acceptable to the client: SONCAS.
• Create your guide to good maintenance practices.
• Practical work Telephone scenarios on handling objections.

Evaluate your prospecting activity

• Choose evaluation and monitoring indicators adapted to your activity.
• Define actions to optimize your performance.
• Practical work Reflection below -groups on evaluation indicators.

Description

Negotiating has become an art. As part of your commercial exchanges with BtoB or BtoC customers, mastery of negotiation techniques is essential. This advanced training course in negotiation techniques will allow you to position yourself as a negotiator, work on your posture and above all master the fundamental techniques of negotiation. This training is available inter-company and can be tailor-made, depending on your needs and expectations.

Who is this training for ?

Training objectives

• Increase your negotiating potential in order to optimize your negotiations
• Keep control of the interview by respecting the different stages of the sale
• Argument taking into account the prospect's needs and motivations
• Conclude the negotiation with an image of professionalism and consolidate the relationship to perpetuate it

Training program

Identify the different negotiator styles

• Become familiar with negotiation techniques and evaluate their effects on the client
• Define the expected results in a negotiation

Optimize your contact during a negotiation

• Apply techniques to quickly create a constructive atmosphere
• Decoding your prospect's non-verbal behavior

Optimize your questioning in negotiation

• Understand the typology of questions: definitions, objectives, advantages and disadvantages
• Represent the art of questioning in negotiation
• Reading the discovery guide in BtoB

Optimize your listening in negotiation

• Master passive listening, active listening, the keys to negotiations
• Identify the obstacles to purchasing and purchasing signals

Optimize your argument

• Choose the right arguments: definition, types, value
• Understand personalized argumentation based on choice, classification, number of arguments and their presentation
• Exercises on design, structuring and formulation

Optimize your handling of objections

• Focus on objections: definition, legitimacy, type, difficulty, predictability, attitudes to adopt
• Master the techniques for responding to objections
• Use the 'developing appropriate responses to common objections
• Objection-handling exercises

Optimize your conclusion

• When and how to conclude?
• Half success or how to win a partial agreement?

Optimize your negotiator personality

• Discovery of the causes of one's own behaviors which slow down or hinder the smooth running of a negotiation
• Personal means to eliminate or mitigate them
• Management stress and stage fright in the context of an exchange
• Assertiveness with the help of the negotiator

Description

To achieve long-term success in the sales profession, commercial and customer relations skills are no longer enough. This sales training cycle constitutes the reference training for sales professionals and integrates social selling opportunities. From sales to negotiation, a complete training cycle to succeed in your role as sales representative and master the 3 keys to success: effective organization, mastery of face-to-face sales techniques, ability to negotiate to defend the profitability of his business.

Who is this training for ?

Training objectives

• Monitor, evaluate and adapt your commercial action plan
• Target the right people and organize your influence strategy
• Adopt efficient visibility of the indicators selected and the gaps on objectives
• Encourage your team and make it efficient and united

Training program

Build and manage the commercial action plan

• From the marketing plan to the commercial action plan.
• Analysis and diagnosis.
• Define your strategy of objectives.
• Decide on actions and build your commercial action plan.
• Plan, launch and control actions.
• Know how to "sell" your commercial action plan to your hierarchy and to your collaborators.

Build your commercial influence strategy

• Use influential communication media.
• Understand the structure of lobbies and interest groups.
• Build a network of commercial relationships.
• Prepare and organize your influence strategy.

Commercial dashboards: driving performance

• Frame control and monitoring actions.
• Define relevant tools for effective dashboards.
• Create management dashboards and provide feedback visibility.
• Involve and coordinate members of the sales team.
• Support salespeople based on the results obtained.

team management

• Understand your missions and your role as a team manager.
• Practice motivating management.
• Practice how to communicate as a team manager.
• Prepare for team leadership.
• Improve your meeting management.
• Strengthen team cohesion.

Description

Structure your practice through the acquisition of operational managerial tools. Learn how to energize and motivate a sales team. Define commercial objectives, break them down into team and individual action plans. Help your employees progress by behaving as a leader.

Who is this training for ?

Training objectives

• Master communication techniques and managerial skills
• Set motivating objectives and mobilize each salesperson
• Provide concrete support to salespeople in achieving objectives
• Build your commercial activity evaluation and management tools

Training program

Know yourself well to manage better

• Self-diagnosis: define your management style. Reflect on your job. Develop your leadership.

Master management tools

• The keys to effective management.
• Highlight your team through Active Listening.
• Effective recruitment of salespeople.

Conduct effective one-on-one interviews

• Conduct an interview to re-motivate a salesperson.
• Management by objectives.
• The individual action plan.
• The interview evaluation: techniques and methods.

Know how to evaluate performance

• Validate the match between acquired skills and required skills.
• Guidelines for adapting your management style to each salesperson.
• The individual observation grid, the collective diagnosis grid, the M.A.M.I.E.

Strengthen the motivation of salespeople

• Analyze each salesperson: motivations, skills and results obtained.
• Organize and distribute motivating tasks.
• Develop team spirit.

Field support

• Develop a coaching, tutoring, training culture
• The different types of visits. Duration. Frequency.
• Implement evaluation grids and corrective actions.

Know how to deal with conflict situations

• Dealing with demotivation. Making unpopular decisions and communicating them.

Implement operational plans

• Design your Commercial Action Plan (PAC).
• Organize daily action.
• Lead energizing team meetings. Prepare a meeting. Managing different personalities.

Description

Thanks to a detailed and in-depth study of the clauses of commercial contracts (object, terms, guarantees, obligations, transfer, limit of liability, etc.), you will be able to draft your contracts. You will also address the legal aspects in the event of non-performance and competition law.

Who is this training for ?

Training objectives

• Know the legislation, jurisprudence of commercial contracts
• Analyze the scope of reciprocal obligations
• Analyze the essential clauses of a contract
• Draft a commercial contract

Training program

The commercial contract

• The contract, the law of the parties.
• The rules of law to be respected.
• The determination of the moment at which the contract is formed.
• The modification of contractual obligations.
• Promises to sell.
• The seller's obligation to advise.

The scope of reciprocal obligations

• Obligation of means or results.
• Specifications.

The essential clauses of the contract

• The subject of the contract.
• The contractual documents.
• The language of the contract.
• The date of entry into force and the duration.
• The terms of renewal of the contract.
• The price and the terms of price revision.
• The payment deadlines, the deadlines and the place of delivery.
• Transfer of ownership and risks.
• Limitation of liability, force majeure.
• Resolution of disputes, penalties .
• The confidentiality commitment.
• The possibility of subcontracting the contract.
• The clauses protecting intellectual property

Management of cases of contract non-performance

• Suspension of the performance of its obligations.
• Resolution of the contract.
• Termination of the contract.
• Penalties.

The essential elements of competition law

• Obligation of price transparency.
• Discriminatory practices.
• Unfair termination of commercial relations.

Description

This training will allow you to acquire the methods and tools to define your Commercial Action Plan (PAC), to identify the relevant operational marketing actions, to master the stages of constructing the PAC and to practice its implementation. implementation and control procedures.

Who is this training for ?

Training objectives

Analyze your portfolio or market

Set your objectives and develop your overall commercial strategy

Build your Commercial Action Plan and translate it into operational marketing actions

Monitor, evaluate and adapt your Commercial Action Plan

Promote your Commercial Action Plan to your management and employees

Training program

From the marketing plan to the Commercial Action Plan

• The PAC: translate marketing objectives into commercial objectives.
• Define marketing and commercial indicators.
• Take ownership of the architecture of the approach and its stages .
• Prevent conflicts with other functions.

Analyse et diagnostic

• Understand the significant facts by market and customer segment.
• Analysis of the customer portfolio.
• The strengths and weaknesses of the sales team.
• Study the competition. Construct the SWOT matrix by sales sector.

Define your objective strategy

• Validate your strategic areas of activity (DAS): strategic segments and targeting, products...
• Set actions in line with marketing objectives: ABC matrices, products /clients.
• Define your positioning by customer segment.

Decide on actions and build your Action Plan

• Analyze performance, areas for improvement.
• Define your pricing strategy.
• Distribution: definition of the pricing policy and the appropriate network.
• Communication: promotions, consumer advertising, management of the sales force.
• Sales policy: matching resources to the initial strategy.
• Construction of a Plan internal and external actions.

Plan, launch and control actions

• Establish the forecast operating account.
• Drafting action description sheets.
• Take inventory of resources: choice and distribution.
• Establish customer action, operational marketing and management plans.
• Monitoring dashboards.

Know how to “sell” your PAC to your hierarchy and colleagues

• Simplify the presentation of the PAC.
• Find the right arguments to obtain support.
• Sell your PAC to Management, to salespeople.
• Start the action: the marketing/sales meeting.

Description

How to develop your turnover using telephone prospecting techniques? How to remove your own brakes? How to better communicate with all identified prospect profiles? This practical training offers you the methods and tools to succeed in your telephone sales process.

Who is this training for ?

Training objectives

Master the methods for preparing and organizing prospecting by telephone
Build a convincing argument and adapt it to all profiles
Know how to question and arouse interest over the telephone
Structure and conduct a sales interview by telephone
Know and implement argumentation, persuasion and conclusion techniques

Training program

Prepare and organize your prospecting

• Take stock of targeted profiles and files.
• Enrich your files and qualify contacts.
• Ask yourself the right questions to prioritize your actions.
• Ensure call tracking: contact form, SONCAS method.
• Build or optimize your call tracking table.

Build your argument and prepare for your interviews

• Know your offer and that of your competitors.
• Highlight your competitive strengths.
• Build a customer benefit-oriented argument (CAB method).
• Develop your different call scenarios.
• Adapt your offer and your arguments to different profiles.

Be impactful and open the dialogue on the phone

• Develop active listening.
• Master questioning and reformulation techniques.
• Remove barriers on the telephone.
• Identify the or the interlocutors involved.
• Arouse interest by personalizing your introduction.
• Use your voice as an impactful tool.
• Develop your assertiveness in the face of aggression.

Argue and conduct the sales interview by telephone

• Discover the prospect's specifications.
• Select the arguments adapted to the target.
• Deal with all types of objections through questioning.
• Master Story Telling to encourage purchasing decisions.
• Manage tensions and maintain control of your voice.
• Practice self-diagnosis.

Develop your negotiation skills over the phone

• Prepare your commercial negotiation.
• Know how to present your initial price offer.
• Develop your comfort in price negotiations.
• Obtain a consideration for any concession granted.
• Master conclusion techniques.

Description

This training allows participants to acquire skills and knowledge of Cisco architectures, products and solutions. The focus is on how sales personnel can effectively sell and align Cisco solutions with their customers' business requirements.

This training covers similar topics as the Cisco Introduction to Sales online training, but is much more in-depth. This training will help participants prepare for the Cisco 700-150 exam, which is one of the account manager exams required for Cisco channel specializations

Who is this training for ?

Training objectives

Understand Cisco's approach to selling.
Describe the customer experience from Cisco's perspective.
Articulate Cisco architectures, products and solutions.
Preparing for the ICS exam

Training program

Why Cisco

Cisco's approach to sales

Sell ​​Cisco enterprise and digital networking solutions

Sell ​​Cisco Security Solutions

Sale of Cisco Data Center and Cloud Architecture solutions

Selling Cisco Collaboration Solutions

Introduction to customer experience

Description

The Marketing Techniques & Merchandising training aims to equip participants with the skills necessary to excel in the fields of sales, marketing and merchandising and will take place over a fixed period and will include varied modules covering the essential aspects of marketing and merchandising.

Who is this training for ?

Training objectives

Equipping participants with the skills needed to excel in sales, marketing and merchandising
Training professionals capable of understanding market needs
Developing effective sales strategies
Optimizing product presentation in an environment commercial

Training program

What is merchandising?

• History and definition
• Merchandising approach
• Databases
• Merchandising professions

Concept magasin (macro merchandising)

• Main purchasing behaviors
• COS (Land Occupancy Coefficient)
• Product universe

Implementation of product families

• Distribution of “linear meters on the ground”
• Position of product families

Optimization of the offer

• Assortments
• Geomerchandising
• Management merchandising ratios

Implementation of products (micro merchandising, rules)

• Notion of facings by product
• Product implementation

Seductive merchandising

• Seductive merchandising
• PLV
• ILV

Theory

• Sales
• What is sales?
• Person to person sales
• Interests of techniques
• The seven stages of the sales cycle
• Identify potential customers and know how to listen to them
• Know your product
• Respond to objections
• Close the sale
• Build customer loyalty
• Overcome rejection (frustration)
• Top mistakes and qualities of a salesperson
• Sales and mass distribution
• A little history of mass distribution
• Different professions

Personal development

• Optimize your appearance
• Techniques

Description

This training offers a practical approach to sales management with an emphasis on the use of modern software and tools. Participants will have the opportunity to work on concrete cases and apply the acquired knowledge to real situations. Live demonstrations and interactive exercises will be integrated to reinforce understanding and mastery of the tools.

Who is this training for ?

Training objectives

Acquire in-depth skills in sales management and use of associated software.
Master CRM concepts and know how to apply them in a professional context.
Know how to collect, analyze and interpret sales data to optimize performance.
Automate sales processes to save time and increase efficiency.
Develop practical skills in the use of software specific to sales management.

Training program

Fundamentals of Sales Management

• Introduction to Sales Management
• Sales Process and Sales Funnel
• Prospecting and Lead Qualification Techniques

Use of Sales Management Software

• Presentation of sales management software (e.g. CRM)
• Configuration and customization of tools
• Entry and monitoring of business opportunities

Data Analysis and Reporting

• Collecting and analyzing sales data
• Creating custom reports
• Using data to make strategic decisions

Automation of Sales Processes

• Introduction to Sales Automation
• Implementing Automated Workflows
• Process Optimization for Increased Efficiency

Customer Relationship Management (CRM)

• Understanding customer relationship management
• Using CRM to improve customer loyalty
• Communication strategies and monitoring customer interactions

Description

Training on digitalization applied to sales offers a practical and concrete approach to integrating technology into commercial processes. Participants will have the opportunity to put learned concepts into practice through exercises, case studies and live demonstrations. The training focuses on acquiring operational skills to meet today's digital commerce challenges.

Who is this training for ?

Training objectives

Acquire an in-depth understanding of digitalization applied to the commercial field.
Master the essential digital tools and platforms for commerce.
Develop effective digital marketing strategies to generate leads.
Understand the practical aspects of selling in online and e-commerce.
Optimize the customer experience using technology.
Use data analysis to guide business decisions.

Training program

Introduction to Commercial Digitalization

• Understanding the key concepts of digitalization.
• Evolution of the digital business landscape.

Digital Tools and Platforms

• Presentation of the tools and platforms used in commercial digitalization (CRM, marketing automation, social networks, etc.).
• Practical use of these tools to optimize commercial processes.

Digital Marketing Strategies

• Developing digital marketing campaigns.
• Using social media, SEO and content marketing to increase visibility.

Online Sales and E-commerce

• Introduction to the principles of online sales.
• Creating and managing an e-commerce platform.

Customer Experience Optimization

• Using technology to improve the customer experience.
• Personalizing and tracking customer interactions.

Business Data Analysis

• Collecting and interpreting digital sales data.
• Using analytics tools to make strategic decisions.