Mastering the winning tools : 10 keys

CONCEIVE – TARGET: Your action plans
Tools: The Pareto method – EBCD Matrix – Account plan; Business action plan: Which actions by account?

CONTACT: Efficient phone calls
How to build your phone script? – Behavioral traps to avoid and good attitudes to adopt – Tools : Write your phone scripts aimed at getting an appointment – Overviews: Call simulation   

BEHAVIOR: Integrate your contacts’ personality
What is your behavioral style? – Discovering your interlocutors’ style – Tool: the behavioral styles pattern

CONTACT: Start your face-to-face meeting
How to immediately gain your customer’s confidence – Tool: The COPA technique (Context – Objective – Plan – Agreement)

DISCOVER: The good discovery of your customer
Perfectly identifying the needs and the purchase approach (Ex: timing, budget, etc.)
Tool: The Discovery Form – Meeting simulations

CONVINCE: Sales pitches
How to structure arguments in order to be genuinely impacting?
2 Tools: Competitive & EBCD Matrixes

COUNTER: Dealing with objections
2 techniques: Prepare OR (Objection Reply) – Put OCRE (Objection Cushion Reply) – Construction of tools and simulations.

CONTROL: Negotiation
How to get prepared for negotiation? – Tool: Preparation table – How to lead the negotiation cleverly: 5 indispensable steps – Real-life working conditions: Role-plays

CONCLUDE: Win the decision
Discover what slows down the decision – Detect the closing stage beginning– 6 techniques to facilitate the commitment

CAPITALIZE: Build customer loyalty
The « bottleneck » technique – The « champion » technique?
How to efficiently use your personal network                           

Set up a personal action plan
Self-analysis from the participants: strong/perfectible points. Improvement objectives