Objectives
- Know and master best sales practices
- Know how to transpose them to your own environment
- Adopt the appropriate behaviour at each stage of a process
- Increase your credibility and commercial efficiency.
- Participants
- Sales Managers
- Sales Team
- Key-Account Managers
Prerequisites
- None
Programme
- Case studies and awareness of common mistakes
- The best ways to create the initial contact with the client
- Empathy and projection: when and why
- Preparing motivating and appropriate hooks
- Reaching the right people, getting appointments
- Establishing the initial rapport: building trust and openness
- Detecting rational and emotional motivations
- Controlling the discussion: questioning and reformulation techniques (S.U.G.A.R.© method)
- Preparing and presenting convincing solutions at the right time in the sales process
- Choosing the right sales tactics in a situation with multiple contacts and competitors
- Know how to 'sell value' to different interlocutors according to their interests (generalist, technical, purchasing, finance, social, etc)
- Dealing with objections and turning them into opportunities
- When and how to present the price
- The 4 price objections and their specific treatment
- The right ways to handle haggling
- Obtaining the client's consent and closing.
Methodology
- Role-playing to make each person aware of his or her practices that need to be improved
- Inductive facilitation to encourage active participation
- Individual coaching during the training
- Personal action plan
"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."
"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"
"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"
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