Control the methods and tools specifically made for business managers.
From the strategy and meetings organization to customer loyalty
Business meeting is especially emphasized (50%)

Sales person in a complex sales environment: technological sectors, consulting, etc.

3 to 5 days. Possible to be individually coached. .

Very pragmatic tools and playful pedagogy
Lecture
Experience shared with the participants
Experienced situations study (from the participants or suggested)
Simulated or filmed, and then analyzed role-plays
Self-evaluation form

Selling in a complex environment

BUSINESS MANAGER: Designing your action plans

Business specificities compared to an « ordinary » sale.
What distinguishes a Business Manager from a pure salesman?
Business organization: what kind of Business Manager are you?

TARGET : Key accounts strategies

Tools: The Pareto method – EBCD Matrix – The account plan, simplified and more elaborated versions – The Business action plans: How to well organize the actions per account, when, etc.    

THE PURCHASERS:

How do they set up their purchase strategies?
Which frequent traps do they set? How to avoid them?

CONTACT : Perfectly starting your face-to-face meeting

Immediately gain confidence - Tools: The COPA technique (Context – Objective – Plan – Agreement) – Timing control

CAPTURE: Start well your meetings

Perfectly identify the stakes, needs, purchase method.
Tool: The Discovery Form – Meeting Simulation.

CONVINCE: Persuasive solution presentation

Every Business Managers have pitches but few of them have efficient sales pitching: make a difference with some techniques:
2 tools: Competitive Matrix – The EBCD (Expectation – Benefits – Characteristics – Demonstration),
Set up your own pitches.

NEGOTIATION: The purchaser and buyer’s point of view have to be the same

How to get ready for the negotiation? - Tool: preparation table– Cleverly lead the negotiation: The indispensable steps – Role-plays

CLOSING: Winning the decision

Discover what slows down the decisions – How to solve this situation? Detect the right moment to close stage – 6 techniques to facilitate commitments

CAPITALIZE: Build customer loyalty                                       

The « bottleneck » technique – The « Champion » technique
How to efficiently use your network

Set up a personal action plan

Self-analysis and participants’ diagnosis: Strong/perfectible points Improvement objectives

Why  this course: