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.
Objectives
At the end of this course, you'll be able to apply a consultative sales approach.
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.
Prerequisite
Be ready for an experience that will transform your sales approach and customer relations
Your benefits
Content
Week 1: Course preparation
- In groups: Kick-off and presentation
- Asynchronous exercise: presentation, your reality, your expectations!
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Week 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
Week 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
Week 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.
Week 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.
Week 6: Time to test your new reflexes!
- Simulation: 30min of simulation with a hyper-solicited interlocutor and 30min of feedback from your trainer.
Notes
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)
💡 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 .
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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