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Objectives
 Improving sales thanks to methods and behavioral tools, adapted to each sales steps.
Concerned people
Every person brought to advise a customer in order to sell.
Duration
3 to 4 days. Possible to be individually coached.
Pedagogy
Quick reminders about sales techniques
Experience shared with the participants
Practical tools creation
Real-life working conditions (from the participants or suggested)
Simulated or filmed, and then analyzed role-plays
Self-evaluation form |
Know-How acquired - Programme
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Practising your business meetings |
 CONCEIVE: Your actions plan
Reminders: How to create a business action plan?
Create your own business action plan
CONTACT : Know how to get your appointments efficiently
Reminders: How to create a phone script, to get appointments
Create and test your phone script
CONTACT : Perfectly start your face-to-face meeting
Reminders: The COPA technique (Context – Objective – Plan – Agreement)
Testing your first minutes of meeting (video)
CAPTURE: Discovering your customer
Reminders: How to create your discovery form?
Testing your discovery (video)
CONVINCE : Controlling the offer presentation
Reminders: Sales pitch technique
Coaching on your company presentation
COUNTER: Dealing with objections
Reminders: Techniques to deal with objections
Coaching on your most frequent objections
CONTROL : Tools for a better price negotiation
Reminders: Negotiation techniques
Role-plays, video or coaching
CONCLUDE : Winning the decision
Reminders: Closing techniques
Coaching on your commitment demands.
CAPITALIZE : Setting up a personal action plan
Self-analysis and participants’ diagnosis:
Strong/perfectible points
Improvement objectives |
