In an often highly competitive sales environment, the ability to adopt a variety of sales styles and better understand the motivations of your contacts can make all the difference when it comes to “closer”. This training course “Sales: adapting to your customer to multiply opportunities” enables you to develop a strategic and personalized approach, conducive to the creation of solid and lasting business relationships. Learn how to connect more effectively with your customers, managing both your personal strengths and pitfalls. Thanks to advanced techniques, you'll have the tools to decode the psychological motivations that drive people to buy, helping you to anticipate the expectations of your interlocutors and improve the quality of your exchanges. Finally, you'll learn how to handle delicate situations and difficult customers, while strengthening the relationship through a sales approach focused on personalization and loyalty. This sales training course will give you the keys to turning every interaction into an opportunity, and every customer relationship into a lever for growth.
Objectives
Turn every interaction into an opportunity, and every customer relationship into a growth lever.
Is it for you ?
Anyone dealing with customers or the Sales and Customer Service Department
Prerequisite
Prior to the training session, each participant completes a 45-question questionnaire, which is then confidentially processed to create a “personality inventory”. This support enables each participant to situate and appropriate the concepts, with reference to his or her own personality.
Your benefits
Content
1 - Introduction
- Definition of objectives.
- Discussions on the challenges encountered in customer relations.
2 - Perceptions
- How to establish a win-win relationship from the outset.
- Identify the customer's preferred perception to adjust your communication and enrich your behavioral approach.
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3 The 6 personality types
- Discover the 6 personality types and their observable and predictable sales behaviors.
- Become aware of the obstacles and strengths linked to personality differences.
4 - Personality structure
- Presentation of the Process Communication Model: personality structure, individuality, the notion of Base and Phase, the elevator: an essential tool forrelationship and motivation in sales.
5 - Discovering your own functioning and sales style
- Diagnosis of your personality profile. Each participant discovers his or her personality building, with its comfort zones, zones of vigilance and flexibility of adaptation. Discussion.
- No information concerning the participant will be divulged or kept by the trainer.
- Each participant receives a personalized Profile Process Communication Model Sales booklet.
6 - Interpersonal communication
- How to use an approach adapted to each situation?
7 - Motivation, phasing and managing behavior under stress
- Positive satisfaction of psychological needs and their repercussions in the sales relationship. Recharge your batteries, manage stress and motivate your contacts. Individual action plan.
- Satisfying customers' psychological needs to gain their trust.
- Sales strategies to manage behavior under stress and their application.
8 - Adapting to your customer's profile
- Communication at the heart of all customer interactions.
- Adapting your selling style to the personality of your contacts.
9 - Conclusion
- When and how to apply?
- Individual action plans.
💡 Useful information
Our training sessions are offered in Montreal or Quebec City, in person or in virtual format. Dates and locations are provided when you select your session below. If you have any questions regarding registration, schedules, the language of instruction, or cancellation policies, please consult our FAQ .
Trainers
Private or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
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