Description

Have you ever met a new client and not felt comfortable with them, feeling like you were having trouble 'hanging on' with this person? This experience has happened to any experienced salesperson, and can lead to the loss of a contract, or even the breakdown of the relationship with the customer. How can you better understand yourself and establish effective communication with your customers? By giving you the opportunity to identify your communication style, to understand how its expression is felt by others, and to adapt your communication style to your different clients, this training allows you to develop an even more impactful sales argument. .

Who is this training for ?

For whom ?

Salesperson, executive and sales manager. Business manager, key account manager, engineer and technical sales representative, sales representative.

Prerequisites

None.

Training objectives

Communicate effectively with all types of customers

Strengthen your face-to-face commercial impact

Identify and defuse situations of misunderstanding

Training program

• Identify your communication style and its impact on customers Discover the 4 DEFI communication styles. Discover your preferred communication style. Identify your strengths.
  • - Scenario Individual presentations.
  • - Self-diagnosis and debriefing of your communication style.
• Identify the communication style and relational needs of your clients
  • - Identify the communication style of your clients.
  • - Rely on different clues: words, gestures, decision-making, behavior under stress.
  • - Identify quickly the relational needs of each client.
  • - Scenario Training: enter into a relationship and adapt.
• Adopt an effective method of communication at each stage of the sale

  - n'as pas encore du programme

• 2Prevent and manage tense situations
  • - Identify your behavior under stress.
  • - Understand the origin of the misunderstanding between yourself and your client.
  • - Know how to find a mode of communication that is satisfactory for the relationship commercial.
  • - Scenario Scenarios on the participants' cases.
• Remote activity
  • - To apply good practices and training acquired: an e-learning module 'Adapting to others to communicate better'.