This training provides you with the most efficient methods, techniques and behavior tools in order to « sell value » and efficiently defend your profits.

Business executives and managers in charge of selling and negotiating services or complex solutions

3 or 4 days. Possible to be individually coached.

Lecture
Experience shared with participants.
Experienced situations study (from the participants or suggested)
Simulated or filmed and then analyzed role-plays
Practical tools creation

MASTER THE SPECIFICITIES OF CONSULTING SALES

Service sales have their own specificities: complex needs and sometimes high stakes, numerous high-level managers, and often political decisions. The service quality’s perception is more subjective than a product approach, so this approach has to make all the concerned interlocutors be self-confident.

Designing your action plans
Which strategy should you carry out? The Pareto method applied to sales. Which actions by account? Adjust your means of prospect according to your interlocutors and stakes

Phone contact: know how to efficiently take an appointement
How to prospect in a “tough way” environment? (“Playing hard ball”)
The 5 phone prospect script steps

Integrate your contacts personality

Establish confidence from the first contact
Efficiently present your company – Show your professionalism
Take control of the meeting: COPA technique (Context – Objective – Plan – Agreement) – Get a legitimacy, by using consultative sale

Diagnosing the customer’s needs and complex stakes
Building an investigation plan: gather strategic information
Analyzing the decision network. Integrate the customer’s logic:
Opportunities and risks

Propose a « valuable » solution to convince
Involve the customer staff for the solution design
Your offer's advantages shown as value for the client                                                     

Negotiate and deal with difficult situations
The negotiation principles to reach mutually satisfactory compromises. Dealing with objections – Handling with tricky situations

Obtaining commitments
Detect the closing stage – Techniques to facilitate a commitment                                  

Set up a personal action plan
Self-analysis and participants’ diagnosis: Improvement objectives