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 ?

For whom ?

Any person expected to move into a commercial role. Salesperson, sales engineer, technical sales representative, sales representative.

Prerequisites

None.

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