Description

Sales is a profession! To achieve lasting success in the sales profession, commercial and customer relations skills are no longer enough. This sales training cycle constitutes the reference training for sales professionals and integrates social selling opportunities. From sales to negotiation, a complete training cycle to succeed in your role as sales representative and master the 3 keys to success: effective organization, mastery of face-to-face sales techniques, ability to negotiate to defend the profitability of his business.

Who is this training for ?

For whom ?

Any person expected to move into a commercial role. Salesperson, sales engineer, technical sales representative, sales representative.

Prerequisites

None.

Training objectives

Obtain useful appointments

Succeed in the sales interview to increase turnover and retain customers Defend your price and negotiate the most profitable conditions

Establish a development or prospecting plan

Manage your priorities to optimize your time in the field

Training program

• Structuring your commercial approach
  • - Identify current customer expectations.
  • - The 6 essential steps of sales.
• Prepare your visits
  • - Determine the business objective.
  • - Anticipate to better adapt to the customer.
  • - Collect essential information.
• Succeed in making contact with the customer, the prospect
  • - Introduce yourself and your business.
  • - Introduce yourself from the first moment.
  • - Open the dialogue.
  • - Synchronize with your customer , prospect.
• Know the customer's needs and expectations

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• Argument to convince

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• Handling sales objections

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• Complete the sale

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• Build your commercial action plan

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• Make useful appointments by telephone

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• Manage your time and business priorities
  • - Identify your 'time eaters'.
  • - Enforce your priorities.
  • - Take into account your 'time imps'.
  • - Self-diagnosis and advice.
• Integrate social networks into your approach
  • - Take care of your digital image.
  • - Use networks to make yourself known or prospect.
• Prepare and anticipate the commercial negotiation effectively

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• Start the negotiation effectively
  • - Rebalancing the commercial balance of power: the right reactions to adopt.
  • - Staying on your ground: selling.
  • - Arguing to delay entering into negotiations.
• Get under negotiation
  • - Dare to demand compensation.
  • - Value all your concessions.
  • - Limit the customer's demands.
• Engage your client towards the conclusion
  • - Use pre-closing techniques.
  • - Choose your conclusion method.
  • - Prepare for post-negotiation.
• Negotiate well, even in difficult situations

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• Remote activity
  • - Three training modules: 'Manage objections - Level 1'; 'Free yourself from work overload'; 'Manage objections – Level 2'.
  • - Assessment of acquired knowledge