Description

More than ever, in any customer-oriented company, executives are called upon to contribute to commercial action by drawing on, beyond their professional skills, the know-how and professional attitudes of salespeople. During this sales training for non-salespeople, executives discover the importance of their active participation in the act of selling and the real impact of their actions and interventions on the winning conclusion of customer and business situations. They thus learn to develop a daily commercial posture focused on customer satisfaction.

Who is this training for ?

For whom ?

Anyone wishing to develop their commercial spirit. Product manager, engineer, after-sales service manager, design offices, sales manager, logistics, production, finance. Project, site or agency manager. Technical-sales and pre-sales engineer, engineer and non-sales executive involved in the commercial relationship.

Prerequisites

None.

Training objectives

Learn the principles of sales and negotiation

Adopt commercial behavior in customer contacts

Defend the interests of your company

Contribute actively to sales

Negotiate the best possible conditions

Training program

• Before the face-to-face
  • - A flash video, an initial self-diagnosis, a first practical advice.
• Demystifying sales Customer expectations.
  • - The stages of a successful sale.
  • - Scenario Sequence 'what if we changed our minds about salespeople?'.
• Make a success of your first contact Prepare your entry into a relationship.
  • - Promote your business.
  • - Training scenario on your pitch.
• Obtain information to sell better Carry out a complete diagnosis.
  • - Identify motivations.
  • - Master active listening.
• Advise and convince the client

  - n'as pas encore du programme

• Adopt commercial behavior
  • - Use the right words.
  • - Non-verbal communication: posture, smile, rhythm.
• From sale to negotiation:
  • - Make a request.
  • - Find mutually satisfactory solutions.
  • - Engage your client.
  • - Scenario training on internal and external negotiations .
• Adapt to more difficult situations Manage customer bad faith. Manage complaints.
  • - Focus on solutions while preserving your interests.
  • - Training situation in difficult cases.
• After face-to-face, implementation in a work situation
  • - Training modules for active listening as well as handling objections.
  • - To find out more about remote activities A video 'Selling is everything art!'.
  • - Three training modules: 'Manage objections - Level'; 'Manage objections “Level'; 'Practice active listening'.