Description

To succeed in your sales interviews, this training in sales techniques helps you discover and master the 7 winning sales reflexes, the method to implement with customers upon returning to the field, face-to-face. face or distance!

Who is this training for ?

For whom ?

Any B to B salesperson taking up a position or wishing to acquire sales techniques.

Anyone wishing to move towards a commercial career.

For sedentary salespeople,

Prerequisites

None.

Training objectives

Adapt to the new purchasing paths of B to B customers

Acquire sales techniques and tools.

Master the stages of the sales interview to provide a memorable customer experience.

Training program

• REFLEX I: IDENTIFY customer expectations in your commercial approach
  • Adapt to the new purchasing behaviors of BtoB customers.
  • Integrate the different stages of the sales process.
  • Sequence 'your customers are in the room '.
• REFLEX II: TARGET your client or prospect to conduct a useful sales meeting
  • Set your objective: ambitious and realistic.
  • Collect information upstream: Web, social networks.
  • Training 'find information'.
• REFLEX III: CONTACT to initiate dialogue
  • Create desire through a positive and motivating contact.
  • Create interest through a sales hook.
  • Create interaction with the customer.
  • Training 'making contact'.
• REFLEX IV: KNOW the customer’s needs to adapt your offer
  • Find out everything about the situation and the customer's needs.
  • Determine the real motivations.
  • Question the customer: techniques and best practices.
  • Training 'the best questions'.
• REFLEX V: CONVINCE of the benefits of the offer to persuade to buy
  • Build and present compelling arguments.
  • Value your price.
  • Respond flexibly to customer objections.
  • Argumentation training and 'objections'.
• REFLEX VI: CONCLUDE the sale to take the order
  • Seize the right moment to conclude: the 'green lights' of the conclusion.
  • Engage the customer in the purchase.
  • Lock down the next steps and mutual commitments.
  • Practical case on all stages of the sale.
• REFLEX VII: CONSOLIDATE the relationship to better build customer loyalty
  • Ensure follow-up after the sale.
  • Stay in the customer's landscape to build loyalty and resell.
  • Video guide to good sales practices.