Description
Objectives
Conduct a sales meeting from A to Z
Integrate essential sales techniques
Define and implement a negotiation strategy
Preserve the relationship in sensitive situations
Programme
Module 1: Mastering the key stages of sales
At the end of this module, participants will be able to carry out the entire sales cycle in a structured manner.
Programme
Preparation with a SMART objective
Making contact
Discovering needs
Handling objections
Concluding techniques
Module 2: Active listening to identify the customer's deepest needs
At the end of this module, the participant will be able to identify and transform the customer's implicit needs into explicit ones.
Programme
The 6 customer typologies
The 3 postures of active listening
The 3 types of listening
The 3 tools of active listening
Module 3: Convincing and influencing to improve your sales
At the end of this module, participants will be able to develop their ability to convince and influence.
Programme
The challenges of convincing and influencing
The 3 pillars
The 3 principles
The 6 ingredients
Module 4: Adapting your sales pitch to customer profiles
At the end of this module, participants will be able to adapt their communication to their customers for more impact.
Programme
Communication fundamentals
Mastering the main personality styles
Discover your own style
Adapting your sales style to your customer
Module 5: Negotiating with method
At the end of this module, participants will be able to approach sales negotiations with a win-win approach.
Programme
The fundamentals of negotiation
The principle of Win/Win negotiation
The 3 key techniques
The 3 essential tools
Assessment
Questions on the key points of each module
Role-playing as a salesperson
Validation of acquired skills with a follow-up grid
Target audience
People moving into a sales role or wishing to consolidate their sales skills and obtain a certification.
Teaching method
A compact format (40 hrs) with immediate operational techniques
A toolbox that builds up progressively
An action plan between each module, with support from the trainer
A final assessment sequence to validate the certification
Conditions
Course Material
Please note that for environmental reasons no paper version of the training material will be provided for your training. The course material can be downloaded free of charge via your portal before the start of the course (download the Client Portal User’s Guide here). You will be able to view it on the screen of your mobile device or print it if necessary. If your registration has been made by a training manager of your company please contact him/her so that he/she can give you access to it or send it to you.
Certificate
On completion of the course, participants will receive a certificate of achievement issued by the House of Training.
Assessment :
Questions on the key points of each module
Role-playing as a salesperson
Validation of acquired skills with a follow-up grid
Location
L-1615 Luxembourg
Luxembourg
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