Develop the skills to sell your distinctive value

Sales and business development are at the heart of any company's performance. A structured and consistent approach, combining a mastery of sales fundamentals and advanced techniques, can transform a good salesperson into a true strategic asset for the company.
Our LEAD® Method training course is designed to take your teams to this level of expertise. It focuses on the development of essential skills, from how to structure sales meetings with hyper-solicited customers, to mastering the levers of persuasion, right through to individualized support for lasting impact.
This training, which alternates theoretical and practical learning, aims not only to reinforce the basics, but also to develop active listening and constructive dialogue skills, while inspiring confidence and maximizing the value perceived by your interlocutors.

Is it for you ?

You are a sales representative or business developer working in a highly competitive sector
Do you want to take your sales skills to the next level?
You want to increase your number of new customers, your sales to existing customers, and your ability to sell higher-value solutions.

Prerequisites

Be ready for an experience that will transform your sales approach and customer relations

What You'll Walk Away With

✓ Structure impactful client meetings by establishing credibility from the start
✓ Identify real customer needs through effective questioning and discovery techniques
✓ Build tailored value propositions supported by concrete arguments and evidence
✓ Handle objections with a structured approach to strengthen credibility and advance deals
✓ Close conversations effectively by triggering decisions at the right moment

Training content

1 Week 1: Course preparation

In groups: Kick-off and presentation
Asynchronous exercise: presentation, your reality, your expectations!

2 Reassuring customers right from the start

E-Learning: Legitimizing your presence and the levers of influence
Group work : The key elements for a strong start to your customer meetings
Asynchronous exercise: Build your own start-up

3 Time to get your customer talking

E-Learning: Exploring the issues
In groups: building an approach to establish a real exchange to fully understand the reality and issues of your interlocutors
Asynchronous exercise: establishing your customer analysis grid and the key questions to get there

4 You are the right solution!

E-Learning: Accentuate the difference
In groups: use your customer understanding to tailor the presentation of the value you bring to your interlocutors, using a robust and punchy approach. Develop your ability to work with your audience's objections to take you to the next level.
Asynchronous exercise: build your persuasion approach and tools based on evidence and concrete arguments.

5 Time to close!

E-Learning: Trigger the decision
Group work: identify the right moment and develop the right approach to achieve your objectives and those of your contacts.
Asynchronous exercise: Quiz to assess and reinforce your learning.

6 Time to test your new reflexes!

Simulation: 30min of simulation with a hyper-solicited interlocutor and 30min of feedback from your trainer.

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Keep in Mind

19 hours of blended learning: 5 e-learning modules (4 hours) / 4 half-day group sessions (12 hours) / 4 individual exercises (2 hours) / 1 individual simulation (1 hour)

📌 Practical information

Our training sessions are offered in Montreal or Quebec City, in person or in a virtual classroom. Dates and locations are specified when you select your session below. If you have any questions, check out our FAQ.