Description

This stimulating training course has been designed to provide you with the essential techniques to understand the sales process. By the end of this stage, participants will be able to integrate basic elements in their sales approach for mutual success.

À qui s'adresse cette formation ?

New sales people or anyone involved in customer contact or customer services , all professionals who have to present an argument to customers.

Les objectifs de la formation

Programme de la formation

• Defining the sales process
  • Two different negotiation approaches : BtoB, BtoC Preparing the sales meeting To understand commercial process and the skills required Creating trust and encouraging the customer to listen.
  • Introduction to Sales steps
• Introduction : first contact
  • Making a positive first impression Building a climate of trust Reinforcing your personal impact during the first meeting Using techniques to assert your charisma Reinforcing your power of persuasion using non verbal communication Exercise Non-verbal exercises and tips for making a positive first impression
• Discovering your customer's needs
  • Identifying the factors involved in your customer's act of buying Enhance your questioning and listening skills Adopting a listening-based approach Mastering the power of questioning and asking the right questions Understanding and integrating buyer's needs Rephrasing your customer's needs Exercise Listing useful questions to ask and Role-play to discover customer's needs.
• Convincing customers with a winning argument
  • Managing a customer value offer Convince customers with well-structured arguments The art of persuading through listening Creating an offer adapted to buyers using the SPICES method All about presenting your offer with the FAB approach Present your arguments clearly and convincingly Jeu de rôle Build your sales argument through the SPICES method- Role play.