Objectives of the training
At the end of this course, you'll be able to apply a consultative sales approach.Targeted audience
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
Benefits for Participants
Efficiently structure your interviews
Use the levers of persuasion so that your interlocutors choose you
Legitimize your presence, explore and understand the prospect's or customer's issues, argue, defend your offer, engage and conclude.
Course architecture
Week 1: Course preparation
Get to know each other and discover the course
In groups: Kick-off and presentation
Asynchronous exercise: presentation, your reality, your expectations!
Week 2: Reassuring customers right from the start
Let's learn how to make a difference right from the start of a meeting with a customer
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
Let's find out how to get a customer talking and be in control of the meeting.
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!
Let's develop our ability to build winning solutions
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!
Let's understand how to make a difference at the end of every customer meeting.
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.
Pedagogical details
Training architecture
A “blended learning” approach using a variety of training media. Best practices will be shared through e-learning modules, followed by group sessions to put them into practice. Their acquisition and mastery will then be tested in simulations with seasoned buyers.
Type of training
Training 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)
Private or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quotePrivate or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quote