Sell while paying attention to your profit’s protection
 From the organization of your business prospection activity to sales closing.
 Emphasis on promotion of the offer and negotiation(50%)

Sales persons

Sales abilities

2 days. Possible to be individually coached.

Very pragmatic tools and playful pedagogy
Lecture-Experience sharing between participants
Case study (from the participants or suggested)
Simulated or filmed and then analyzed role-plays
Review cards delivery

Strategies and tactics to protect your prices

Better integration of the profit negotiation’s economical impact
Balance salesman/purchaser relationships
Understand how the purchaser works, his expectations and objectives.

Sale and price strategy

How to select prospects with high possible profit ?
Indispensable steps to promote your price
Discovery, sales pitch, control objections, negotiation, conclusion

The sales pitches
How to structure the pitch to promote your offer?
How to ideally introduce price: Sandwich technique

How to justify and promote the price: quality, lead-time...
Transform price in « advantages » and « benefits »
Sell « return on investment », not “a price”

Deal with price objections
OR techniques (Objection Reply)
How to elude purchasers’ traps ? Depreciation – Threat
Emergency - Theatricals - Good and bad guy – Limited budget – Identical competition
Practice : Role plays.

Price negotiation
How to prepare negotiation ?
Tool : preparation table – Manage skillfully the negotiation : 5 indispensable steps –
Practice : Role plays.

Winning the decision
Discover what slows down the decisions – Detect the right moment to close – 6 techniques to facilitate commitment
Practice : Role plays.

Set up a personal action plan
Self-analysis and participants’ diagnosis: Strong/perfectible points Improvement objectives.