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 ?
For whom ?
Experienced salesperson. Sales Manager, Bid Manager. Major Account Manager, Key Account Manager. Business Engineer.
Prerequisites
None.
Training objectives
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.
