Augmentez de 30% la performance de vos commerciaux grâce à l'IA générative

Formez vos équipes à l’ IA pour augmenter la qualité des rdvs et gagner du temps sur toutes les étapes de la vente

Présentiel ou distanciel – Taux de satisfaction de 4,9/5 – Plus de 500 clients accompagnés

Pourquoi cette formation ?

Vos commerciaux perdent trop de temps sur des tâches chronophages ?

Vous voulez qu’ils passent plus de temps en RDV client ?

Vous avez entendu parler de l’IA mais ne savez pas comment l’utiliser concrètement dans vos activités de vente ?

Contrairement aux formations généralistes sur l’IA, nous nous concentrons uniquement sur les actions concrètes que vos commerciaux peuvent mettre en œuvre dans leur quotidien.

La formation est préparée sur mesure, en fonction de vos outils (CRM, messagerie, etc.), de vos processus de vente, et des cas d’usages qui comptent vraiment pour vous.

Nous ne cherchons pas seulement à automatiser : nous “augmentons” les capacités de vos commerciaux. Grâce à l’IA, ils pourront réaliser des tâches qu’ils n’avaient pas toujours le temps ou la rigueur de faire : compte-rendus de qualité, suivi client, relances précises…

Et tout cela, en mode atelier concret, avec mise en pratique à chaque étape, accompagnés de nos agents IA exclusifs Kestio Lab : Bob le prospector, Charlie le découvreur, Alice la stratège commerciale.

Ce que vos équipes sauront faire après la formation

✅ Générer des mails de prospection personnalisés en 30 secondes
✅ Créer des scripts d'appels sur-mesure en fonction du persona ciblé
✅ Rédiger un compte rendu de rendez-vous clair et impactant avec l'IA
✅ Identifier les besoins du client plus vite grâce à l'analyse de conversation
✅ Automatiser les relances et messages de suivi
✅ Créer leur propre agent conversationnel IA personnalisé pour les aider dans leurs tâches commerciales

Échange rapide de 15min avec un expert

Nos formats d'accompagnement

4 niveaux d'implication

Pour qui ?

Format

Durée

CODIR, conventions, séminaire d’entreprise

🎤 Conférence Direction

1h à 1h30

Équipes commerciales & managers commerciaux

🛠 Atelier immersion IA

Equipe dirigeante / Managers commerciaux

🎯 Formation individuelle*

12h

Équipes commerciales & managers commerciaux

👥 Formation en groupe*

20h

*Les formations individuelles et en groupe sont éligibles à une prise en charge via votre OPCO

CE QUE VOUS ALLEZ VIVRE

Exemple de programme de la formation (2 jours)

JOUR 1 Maîtriser les fondamentaux de l’IA appliquée à la vente

1. Introduction à l’IA et au prompting

Comprendre ce qu’est l’IA générative et son fonctionnement
Découvrir les principaux outils (ChatGPT, Fireflies, etc.)
Apprendre à construire un bon prompt en fonction de ses objectifs commerciaux

2. Préparer sa prospection avec l’IA

Structurer son pitch et sa proposition de valeur
Cibler efficacement ses prospects à partir de données disponibles
Utiliser l’IA pour constituer ou enrichir ses fichiers de prospection

3. Mener des actions de prospection assistée par IA

Générer des scripts d’appel personnalisés
Rédiger des messages efficaces pour LinkedIn et e-mail
Créer des séquences de suivi et des contenus d’approche

JOUR 2 S’appuyer sur l’IA pour vendre et progresser

4. L’IA au service des RDV, propositions et closing

Construire des trames d’entretien de rendez-vous
Générer automatiquement des comptes rendus, résumés et plans d’action
Structurer une offre et un support de présentation assisté par IA

5. Se former et s’auto-coacher avec l’IA

S’entraîner à la prospection téléphonique grâce à un agent IA
Simuler des RDV de découverte avec nos agents (Charlie, Alice, Bob)
Créer son propre assistant IA commercial pour se perfectionner au quotidien

🎁 Bonus : votre kit IA sur-mesure offert

A la fin de la journée, repartez avec :

Des prompts adaptés à votre secteur
Des templates de messages prêts à l’emploi
Des outils gratuits recommandés et testés par nos coachs
Votre agent IA personnel créé pendant la formation

Échange rapide de 15min avec un expert

Testimonials

Ils ont vécu la formation IA KESTIO

Quelle expérience ! Deux jours pour passer à la vitesse supérieure avec l’IA dans notre quotidien commercial. Merci pour l'énergie, la clarté et les outils concrets partagés. Prêt à transformer tout ça en résultats !

Julien Labalme

Commercial Director

Deux jours riches, vivants, et intensément tournés vers l’action. L’IA ne doit pas nous remplacer, mais elle nous oblige à miser plus que jamais sur l’intelligence du groupe. Merci KESTIO pour cet accompagnement terriblement d’actualité.

Julien AAron

Dirigeant

Webinar KESTIO

Les tendances commerciales BtoB en 2025

En compagnie de notre Directeur Général Dominique Seguin, nous décortiquons chaque étape de vente pour y agrémenter les nouveaux outils et techniques qu’offre 2025.

Ce que vous apprendrez :
✅ Comment synchroniser vos équipes marketing et commerciales pour ne plus perdre de prospects en route.
✅ L’IA appliquée aux ventes : Augmenter son taux de closing avec des cas d’usages concrets.

Integrate generative AI into its

DAILY SALES ROUTINE

This training will allow you to understand how to use generative AI in your daily work as sales teams.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

NEW FOR 2024

Program

Training schedule

Introduction to AI and ChatGPT setup.

What is AI?
Use and understand how to use ChatGPT

AI for prospecting leads and contacts

AI to define my target audience
Using AI to research contacts within my target audience

AI to prepare for meetings

Using AI to find information about my prospects
Using AI to find information about my target accounts

AI to improve my performance

Using AI to identify potential action levers
AI for better performance

Go further: Use GPT Builder and other AI tools

Use GPT Builder
Discover other AI tools

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales manager, business developer, sales assistant, sales manager.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Handling difficult situations in customer relations

Training to improve customer segmentation, customer journey, and the development of a customer-centric culture within your company.

Human skills at the heart of customer relations

Training to develop empathy, agility, and adaptability to improve customer relations.

Would you like to discuss your training needs?

Integrating generative AI into business strategies: A revolution for companies.

Generative AI in sales strategies is radically transforming how businesses approach sales, customer relations, and the optimization of sales processes. It enables the automation of repetitive tasks, the personalization of customer interactions, and the improvement of sales team performance. Through this training, you will discover how to use this technology to boost your sales results and adapt to the new demands of the market.

How to use generative AI to automate sales processes?

One of the major strengths of generative AI in sales strategies is its ability to automate processes. Repetitive and time-consuming tasks, such as lead management or sending personalized emails, can be entirely managed by artificial intelligence. Thanks to sales automation, sales teams can focus on higher value-added tasks, while increasing the overall efficiency of operations. Automating processes also guarantees optimal responsiveness, allowing companies to respond more quickly to customer needs.

Generative AI tools to improve sales prospecting

Prospecting is a key step in any sales strategy, and generative AI in sales strategies can significantly improve this process. By analyzing large amounts of data, AI tools for prospecting can identify the most promising leads based on predefined criteria. These tools can also generate sales scripts, emails, or even personalized presentations tailored to each prospect, thereby increasing the chances of conversion.

Optimize sales strategies with generative AI

With generative AI in sales strategies, it becomes easier to optimize sales processes. By analyzing the performance of sales teams and identifying areas for improvement, AI offers recommendations based on concrete data. This technology can also anticipate customer needs, suggesting solutions before a problem is even expressed. Optimizing sales processes therefore translates into time savings, reduced errors, and better resource allocation.

Personalizing Customer Experience with Artificial Intelligence

Today, customers expect a personalized experience. Thanks to generative AI in sales strategies, companies can meet this demand by offering tailored interactions. Each customer can receive proposals adapted to their specific needs, thereby increasing their engagement and loyalty. This personalization of the customer experience is made possible through real-time analysis of customer data, allowing AI to generate recommendations, offers, or messages specifically designed for each individual.

Predicting sales trends with generative AI models

Generative AI in sales strategies also excels at predicting sales trends. By relying on predictive models, AI can analyze past customer behavior and anticipate future sales opportunities. This allows companies to better prepare their campaigns, adjust their offerings, and optimize their sales strategy. By forecasting market fluctuations, companies can also adjust their production, inventory, and communication.

The advantages of generative AI in customer relations and sales

Generative AI in sales strategies offers numerous advantages in the context of customer relations and sales. It enables the maintenance of continuous relationships with customers through automated, yet personalized, interactions, thereby improving satisfaction and loyalty. Improving customer relations through AI also involves the use of chatbots for sales assistance, capable of instantly answering customer questions, 24 hours a day, 7 days a week. These virtual assistants reduce waiting times and provide a precise and tailored response to each request.

How generative AI boosts the creation of commercial proposals

AI-assisted creation of sales proposals is another advantage of this technology. Generative AI can analyze customer needs, identify key points of an offer, and automatically create tailored sales proposals. This not only saves time but also produces more impactful and targeted documents. Sales representatives can then focus on the negotiation phase, supported by accurate and relevant proposals designed to maximize the chances of success.

Sales automation techniques with generative AI

Sales automation with generative AI in sales strategies standardizes processes while making them smarter. For example, AI tools can be used to automate sending follow-up emails, managing reminders, or even managing sales calendars. The data collected during customer interactions is analyzed in real-time, triggering precise actions at the right time, without human intervention.

Examples of the use of generative AI in sales teams

Many companies have already successfully integrated generative AI into sales strategies. For example, some companies use virtual assistants to automate answers to common customer questions, while others have implemented AI systems to generate sales reports and predictive analytics in real time. These examples show how AI can adapt to specific needs, whether it's simplifying administrative tasks or improving strategic decision-making.

Integrate generative AI to improve sales team performance.

Integrating generative AI into sales strategies increases the productivity of sales teams. By handling repetitive tasks, AI allows sales representatives to focus on the creative and relational aspects of their job. In addition, the data provided by AI gives them a clear view of the opportunities to seize, as well as the strategies to adopt to close sales more effectively. The overall performance of the team is thus significantly improved through intelligent use of resources.

Conclusion: Why take a training course on generative AI in sales strategies?

Generative AI in sales strategies is an essential technology for all companies looking to optimize their sales processes and improve their performance. By training in this technology, you will learn how to automate your sales, personalize your customer interactions, and optimize your strategies through concrete data and predictive models. Whether you are a sales manager or a business leader, this training will give you the tools you need to stay competitive in a constantly evolving market.

Integrate the consulting approach into the sales process

While selling a pre-configured product or service offering requires sales skills in argumentation, handling objections, and closing, it is necessary to acquire new skills when proposing customized offers tailored to the specific challenges and issues of clients.

This training will enable you to master the techniques used in consulting approaches and apply them in sales.

DISCOVER OUR TRAINING

Objectives

Adapter la démarche de vente à l’approche conseil, en mobilisant des techniques d’analyse des profils clients, de repérage des objectifs, enjeux et contraintes spécifiques (y compris en lien avec une situation de handicap), à travers les différentes phases d’une approche structurée (collecte et traitement d’informations, échanges, élaboration d’une proposition à gains partagés, suivi de la mise en œuvre), afin d’instaurer dès l’amorce une relation commerciale sur mesure, constructive et engageante.
Combiner les informations issues du marché (besoins clients, offres concurrentes, tendances, innovations, enjeux de transition écologique et d’inclusion), en mobilisant des supports de structuration (questionnaires, matrices d’analyse, formulaires de synthèse), afin d’enrichir l’argumentaire commercial et d’identifier les leviers stratégiques à intégrer dans l’offre.
Conduire des échanges exploratoires avec le client, en s’appuyant sur des outils de communication interpersonnelle (typologies de questionnement, reformulation active, validation itérative), en s’assurant de la prise en compte de son handicap éventuel par rapport aux conditions mises en œuvre lors de la rencontre, afin de clarifier ses attentes d’évolution, faire émerger les bénéfices recherchés, lever les freins implicites et construire une compréhension partagée de la solution attendue dans des conditions optimales.
Construire une proposition commerciale personnalisée en co-conception avec le client, à partir des données préalablement collectées, hiérarchisées et analysées, en intégrant les contraintes de faisabilité (budgétaires avec les marges de négociation, techniques, réglementaires), afin de formuler une offre réaliste, équilibrée et engageante pour les deux parties.
Réaliser le suivi de la satisfaction client à l’usage de la solution mise en œuvre, en recueillant des retours qualitatifs et quantitatifs (entretiens de suivi, indicateurs de satisfaction, observations terrain), afin de consolider la relation de confiance, adapter l’offre si nécessaire et activer des opportunités de ventes additionnelles.

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

New for 2024

Program

Training schedule

The phases of the Consulting approach and posture

Understand the challenges of adopting a consulting approach
Integrate the key phases and milestones of the Consulting approach
Prepare for the client meeting
Gather key data to establish a pre-assessment and highlight the issues for the client.

Assessment and on-the-ground listening

Implement situation assessments, diagnostic components, or organize field listening sessions
Conduct data and evidence collection
Highlight the discrepancies
Validate the interests in change

Dialogue tools and interest validation

Use projective questioning, restatement, and progressive validation
Verbalize perceptions of the current situation in relation to the quantitative and qualitative data collected
Involve and engage the client sponsor
Validate the challenges and desired developments

The co-construction of the proposal and the conducting of workshop meetings

Develop the proposal structure based on client issues and our convictions.
Prepare and lead co-creation workshops to validate the assumptions for the tailored solution
Develop a quotation and budget with the client
Involve the client and the internal sponsor and facilitate collective decision-making on the client's side.

Address unspoken concerns and project future uses

Consider potential obstacles and address them
Plan future uses and their implementation
Organize the transition and future stages of use at the client's site
Positioning follow-up and ensuring customer loyalty
Define interaction methods to maintain the business relationship beyond the sales phase
Identify new challenges and know how to propose complementary services or products.

After the training

une mise en situation professionnelle sur l’intégration d’une approche conseil à la démarche de vente et jeu de rôle

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, technical sales representatives, business developers, customer relationship managers

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

Commercial experience of at least one year in sales or customer relations of standard services and products.

Develop a plan for selling customized offers.

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

Une mise en situation professionnelle sur l’intégration d’une approche conseil à la démarche de vente et jeu de rôle avec soutenance orale devant le jury d’évaluation.

The candidate is asked to develop a slideshow to be presented orally.

MANY TRAINING COURSES AVAILABLE

Also discover

Successful sales prospecting and lead generation

Training to delve deeper into topics surrounding the sales cycle, customer discovery, and questioning techniques.

Mastering consultative selling and appointment setting

Training to better structure your sales meetings and identify your clients' challenges to increase your conversion rate.

Would you like to discuss your training needs?

Evolve your sales process towards

VIDEO CONFERENCING AND MULTICHANNEL

Restructuring your organization to transition to an efficient sedentary mode. Increasing prospecting activity and yields. Managing the constrained period.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.9/5 (803 reviews)

Success rate*

100%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The fundamentals of Inbound Marketing

The Inbound Marketing funnel
The persona sheet

Practical activities:

What key performance indicators should be putin place to evaluate your conversion rates?
Finalize your consolidated persona sheet

Channels and editorial line

The buying journey
The Content Marketing matrix

Practical activities:

Finalize the steps in your purchasing process
Finalize the list of usable content

Copywriting

Editorial Charter Template
Editorial Calendar Template
The copywriting checklist

Practical activities:

Finalize your editorial calendar
Write one of your content pieces using the AIDA method

Setting up your first sales funnel

AARRR Matrix
Conversion Funnel Backlog

Lead scoring and nurturing

Lead Scoring Template
The "LinkedIn and email message sequence" framework

Practical activities:

Write 2 personalized messages on Linkedin
Write a sequence of 3 prospecting emails

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Generate marketing leads

Training to build your persona, deploy a growth hacking strategy, track your leads, and optimize the marketing/sales process.

Improve the usage of your CRM

Training to acquire solid skills and knowledge regarding the management of a CRM solution.

Would you like to discuss your training needs?

Inbound marketing has become an essential pillar of any modern marketing strategy.

But what exactly is inbound marketing, and how can you use it to attract, convert, and retain your potential customers more effectively than traditional marketing? In this article, we will explore inbound marketing in depth, its advantages, its methods, and the tools to implement a successful strategy, as well as current trends in this constantly evolving field.

What is inbound marketing?

Inbound marketing is a customer-centric approach that aims to attract qualified prospects by creating and distributing relevant and useful content. Unlike the traditional approach of outbound marketing, which involves actively soliciting potential customers, inbound marketing aims to establish an organic relationship with them by responding to their needs and questions.

Implementing an Effective Inbound Strategy

To implement an effective inbound strategy, it is essential to start by clearly defining your objectives and target audience. Then, identify the most relevant communication channels to reach this audience, such as blogs, social networks, organic search engine optimization, email marketing, etc. Next, create quality content and optimize it to attract and convert your prospects into customers.

Benefits of inbound marketing

Inbound marketing has many advantages over traditional marketing. First of all, it is more economical, because it requires fewer financial resources than traditional advertising campaigns. In addition, it is more effective at targeting qualified prospects, because it relies on the creation of relevant content that naturally attracts those who are interested in your products or services.

Tools to Automate Inbound Marketing

To automate your inbound marketing strategy, you can use a variety of tools available on the market. Among the most popular are content management platforms (CMS) such as WordPress, marketing automation tools like HubSpot or Marketo, email campaign management software like Mailchimp, as well as performance analysis and tracking tools like Google Analytics.

Current Trends in Inbound Marketing

Current trends in inbound marketing are constantly evolving to adapt to changes in consumer behaviors and expectations. Key trends include the rise of video content, the increasing use of chatbots and artificial intelligence for customer interaction, and the enhanced personalization of content and offers to meet the specific needs of each prospect.

In conclusion, inbound marketing offers a modern and effective approach to attract, convert, and retain customers. By using the right methods, appropriate tools, and staying abreast of the latest trends, you can implement an inbound marketing strategy that will allow you to stand out from the competition and generate sustainable results for your business.

Evolve your sales process towards video conferencing and omnichannel

Restructuring your organization to transition to an efficient sedentary mode. Increasing prospecting activity and yields. Managing the constrained period.

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our customized options

2000

sessions held/year

8000

Beneficiaries

94%

satisfaction rate

Your expert

Dominique

An expert in the use of generative AI in a professional context, Anne-Charlotte interfaces between the power of these now essential tools and use cases.

Objectives

Adopting best practices in sedentary Sales (In House Sales) and via Video Conferencing
Know how to adapt the process and methods used in prospecting and customer relations.
Deduce the associated evolutions in management practices

Content

5 synchronous sessions of 2 hours or 2 days in person

1-hour scoping session

1 follow-up session of one hour post-training

12 hours of microlearning and 2 hours of intersession tutoring

Public

Leaders, sales directors, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

This training does not require any prerequisites and is suitable for all levels.

Modality

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

Program

Training schedule

Best practices for inside and digital sales

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Adapting the One-to-One process for appointments (R0/R1)

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The stages of co-construction and One to Many interactions.

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The new organization of time and effort allocation

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Continuous digital presence

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After the training

Knowledge validation questionnaire
Post-training follow-up meeting

Before each session

Participants receive resources (readings and videos) on the topic discussed.

During the video session

The trainer facilitates with quizzes, individual or collaborative exercises, video viewing, challenges, and role-playing.

After each session

Participants develop an action plan and complete practical exercises relevant to their own context.

Also discover

Developing multi-channel communication techniques applied to B2B sales

Mastering the techniques of commercial negotiation

Mastering consultative selling and appointment setting

Would you like to discuss your training needs?

Visio Sales Training: Master the Techniques to Succeed in Your Remote Sales

Video conferencing sales has become an essential practice for companies wishing to maintain their business activity remotely. To succeed in this area, specific training is essential. Discover how to adapt your sales techniques to video to achieve your business goals.

Video Sales Techniques: A New Challenge

Video conferencing sales requires specific skills because it involves remote interaction with clients. To master this aspect, specialized training will allow you to acquire the methods and tools necessary to effectively conduct your business meetings.

Selling via Video Conference: Best Practices

To sell successfully via videoconference, it's essential to follow certain best practices. Learn how to create a conducive sales environment, maintain your contact's attention, and effectively close your meetings.

Adapting the Sales Process to Video Conferencing: Keys to Success

Adapting the sales process to videoconferencing is crucial to ensure the success of your business interactions. Discover how to personalize your approach, structure your presentations, and use technological features to maximize the impact of your meetings.

The Advantages of Video Conferencing Sales

Video conferencing sales offers many advantages for both companies and clients. It reduces travel, expands your geographic reach, and maintains regular communication with your prospects and clients.

Overcoming Remote Sales Obstacles: Solutions

Despite its many advantages, video conferencing can also present challenges. Learn to anticipate and overcome obstacles such as technical issues, loss of connection, and potential distractions to ensure the success of your sales meetings.

Conclusion

In conclusion, video conferencing sales training is an essential investment for professionals looking to develop their sales skills remotely. Thanks to an adapted approach and the acquisition of best practices, you can maximize your chances of success in this rapidly expanding field.

Mastering consultative selling and appointment setting

SALES APPOINTMENT

Structure your sales meetings to better identify your clients' challenges and increase your conversion rate!

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.1/5 (2458 reviews)

Success rate*

100%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The evolution of the sales cycle and the phases of the sale

Identify good (and bad) sales practices.
Choosing which sales profile to adopt for each client
Optimize your sales cycle

Practical activities:

Complete the self-assessment of your sales practice
Calculate pipeline increase

Prospecting and appointment setting

The prospecting plan
The call script

Practical activities:

Work on your call script
Conduct a self-debrief on a prospecting session

Prepare and structure the sales meeting

Prepare the sales meeting
Framing the interview using the OPA (Objectives, People, Agenda) method
Start the meeting with the Elevator Pitch.

Practical activities:

Complete the checklist of preparation steps for a sales meeting

Questioning and dialogue tools

Dialogue Maps Level 1
Questioning topics
SPIN Questioning Structure

Practical activities:

Complete the 'Dialogue Tools' Template with concrete examples
Create a register of questions by theme specific to your profession

Argue your point and engage the client to close the sale

Structure your sales pitch
Handle customer resistance with the CRAC method
Closing the Sale
The Absolutely Perfect Interview

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Successful sales prospecting and lead generation

Training to delve deeper into topics surrounding the sales cycle, customer discovery, and questioning techniques.

Developing consulting techniques applied to B2B sales

Training to improve on topics such as sales cycle, client discovery, questioning techniques, objection handling, and closing.

Would you like to discuss your training needs?

Optimize Your Business Appointment Setting Strategy

Making a sales appointment is an essential element of any effective sales strategy. Whether by email, phone or in person, succeeding in getting a business appointment can make all the difference in closing a deal. But how do you formulate a convincing business appointment request? What are the best techniques for making a sales appointment? In this article, we reveal the most effective strategies and methods to maximize your chances of success in making a sales appointment.

Submit a Professional Appointment Request

The first step to getting a business appointment is to make a clear and concise request. In your email or phone call, be sure to briefly explain who you are, what you offer, and why the appointment would be beneficial to the recipient. Don't hesitate to personalize your message by showing that you have taken the time to learn about the company or person you are contacting.

Appointment Setting Techniques

There are several effective techniques for scheduling a business appointment. The first is to establish a relationship of trust with your contact by asking open-ended questions and listening carefully to their needs. Next, offer a solution or service that specifically meets those needs, highlighting the benefits for your contact. Finally, set a date and time for the appointment, making sure it suits your contact.

The Best Tools to Organize Your Appointment Booking

To efficiently organize your appointments, several tools are available. Customer Relationship Management (CRM) software is particularly useful for tracking your contacts and scheduling your appointments. You can also use online scheduling tools that allow your prospects to choose a time slot that suits them, which simplifies the process for both parties.

Follow up after an Unsuccessful Appointment

Sometimes, a request for a sales appointment does not yield immediate results. In this case, it is important not to give up and to follow up with your contact in a professional manner. You can send a follow-up email to reiterate the purpose of your request and suggest a new date or time slot. The key is to remain persistent while respecting the limits and preferences of your contact.

Successful Sales Appointment Setting

To ensure the success of your sales appointment setting, here are some additional tips:

– Be concise and clear in your message.

– Tailor your approach to suit your audience.

– Highlight the benefits for your contact.

– Follow up with your prospects professionally and regularly.

Developing consulting techniques applied to

B2B SALES

This training will enable you to acquire solid skills and knowledge on the subjects of sales cycle, customer discovery and questioning techniques, persuasive argumentation, objection handling, and closing.

DISCOVER OUR TRAINING

Objectives

Conduct interactions with the target person by telephone or on social networks by offering the specific diagnostic or assessment approach
Generate interest in the target person to obtain a "consultative" appointment, based on an interview script
Conduct a "Consulting" sales interview using dialogue tools and adopting the appropriate posture

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.1/5 (2458 reviews)

Success rate*

100%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The evolution of the sales cycle and the phases of the sale

Identify good (and bad) sales practices.
Choosing which sales profile to adopt for each client
Optimize your sales cycle

Practical activities:

Complete the self-assessment of your sales practice
Calculate pipeline increase

Prepare and structure the sales meeting

Prepare the sales meeting
Framing the interview using the OPA (Objectives, People, Agenda) method
Start the meeting with the Elevator Pitch.

Practical activities:

Complete your checklist of preparation steps for a sales meeting

Qualify your client and identify potential projects

Dialogue Maps Level 1
Questioning topics
Structure your sales pitch

Practical activities:

Complete the 'Dialogue Tools' template with concrete examples
Create a register of questions by theme adapted to its context

Generate customer interest and enhance your offer's value

Dialogue Maps Level 2
SPIN Questioning Structure
Value selling

Practical activities:

Complete the value assessment grid for your products

Engage the customer and close the sale

Handle customer resistance with the CRAC method
Closing the Sale
The Absolutely Perfect Interview

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Develop the agile approach in sales to major accounts.

Training to master the agile approach to guide your interactions with key accounts, through the analogy of the game of chess.

Human skills at the heart of customer relations

Training to develop your empathy, agility, and adaptability to improve customer relations.

Would you like to discuss your training needs?

Optimize Your Sales with a Consultative Selling Approach

Consultative selling is more than just a simple business transaction; it's a strategic approach focused on understanding the unique needs of each client and proposing customized solutions. But how do you sell in consultative selling mode? What are the keys to success in this area? In this article, we will explore the definition of consultative selling, its importance in client representation, techniques for implementing it effectively, and concrete examples to illustrate its application in the real world.

What is Consultative Selling?

Consultative selling goes beyond simply selling products or services; it involves a consultative approach where the seller acts as an advisor to help the client solve their problems or achieve their goals. Unlike traditional product-focused sales, consultative selling focuses on meeting the client's needs by offering tailored solutions.

Importance of Consultative Selling in Client Representation

Consultative selling plays a crucial role in client representation because it builds strong and lasting relationships. By adopting a consultative approach, the seller shows clients that they genuinely care about their needs and are willing to work with them to find the best possible solutions. This helps build client trust and loyalty in the long term.

Techniques for Success in Consultative Selling

To succeed in consultative selling, it's essential to adopt the right techniques. Here are some effective strategies to implement:

– Active listening: Take the time to listen carefully to your client's needs and concerns before offering solutions.

– Ask the right questions: Pose open-ended questions to encourage the client to share valuable information about their needs and objectives.

– Personalization: Offer customized solutions that specifically address each client's unique needs.

– Follow-up: Make sure to follow up regularly with the client to ensure their satisfaction and strengthen the relationship.

Conclusion

In conclusion, consultative selling is a powerful approach that builds strong customer relationships and achieves positive business outcomes. By taking a consultative approach, actively listening to customer needs, and offering customized solutions, salespeople can maximize their impact and build long-term customer loyalty. Whether in the technology, service, or retail sectors, consultative selling remains a winning strategy for any business looking to stand out in a competitive market.

Developing the agile approach in sales with

KEY ACCOUNTS

Using the analogy of the game of chess, master the agile approach to guide your interactions with major accounts.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.1/5 (2303 reviews)

Success rate*

98%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The goal of the sales game and the materials

Why play? The Law of Business
What is the objective of the game? Business Pipeline Analysis
What equipment is needed to play? The playing field and the pieces

Practical activities:

Conduct and detail the Sales Pipeline analysis.
Identify the pieces of the common thread case.

The key data to start the game and play

Who, where, and what to look for on the playing field
Self-assessment of preparation for the game
Stakeholder triangulation matrix

Practical activities:

Perform a self-assessment of your field proficiency.
Develop a triangulation plan based on the Common Thread case study.

Game phase 1: Account entry and qualification

Techniques for getting into the account
SPIN Selling and projective questioning techniques
The stages of qualifying the deal and establishing interest

Practical activities:

Prepare a SPIN sequence
Analyze the next steps on the Red Thread case

Game phase 2: Proposal and deal closing

The assertiveness matrix
The co-built proposal
Ultimate actions in case of difficulties

Practical activities:

Prepare for upcoming meetings with prospects/clients, particularly regarding the Common Thread case

Account review and deal investigation

Scoring opportunities: GO/NO GO sheet
Account investigation agenda
Knowledge validation quiz

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales Directors, Key Account Sales Representatives, Sales Engineers, Key Account Managers, Sales Executives, Consultants.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Implement an Inbound Marketing strategy

Training to define your buyer personas, create quality content, set up landing pages, and build nurturing scenarios.

Mastering the techniques of commercial negotiation

Training to acquire solid skills and knowledge to prepare for negotiation, manage the balance of power, and create value.

Would you like to discuss your training needs?

Key Account Sales Strategies: Techniques and Tips for Success

Selling to major accounts presents a significant challenge for many companies. Unlike traditional sales, it involves complex processes, long cycles, and an approach tailored to the specific needs of large companies. But how do you successfully sell to major accounts? What are the effective techniques for making a sale in a long cycle and addressing multiple stakeholders within these organizations? In this article, we will explore these questions and provide concrete examples to help you develop your key account sales skills.

Understand Key Account Selling

Selling to major accounts involves marketing products or services to large companies or organizations, often called key accounts. These companies have specific needs, complex purchasing processes, and high demands in terms of quality, service, and added value. Therefore, selling to major accounts requires a strategic approach and a thorough understanding of each client's needs and motivations.

How to Sell to Major Accounts?

To sell to major accounts, it's essential to develop a sales strategy tailored to their needs and expectations. Start by conducting a thorough analysis of the target company, identifying its objectives, challenges, and priorities. Next, develop a clear and differentiated value proposition, highlighting the specific benefits of your products or services for that company. Finally, establish strong relationships with key decision-makers and use effective persuasion techniques to close the sale.

Execute a Long Cycle Sale.

Selling to major accounts is often characterized by long and complex sales cycles. To succeed in this context, it is important to maintain regular communication with potential clients, keeping them informed of the progress made and responding quickly to their questions or concerns. Adopt a proactive and patient approach, staying focused on long-term goals and working closely with clients to overcome obstacles and reach mutually beneficial agreements.

Techniques for Engaging with Key Accounts

When dealing with major accounts, it is essential to develop strong relationships with multiple contacts within the organization. Identify the key decision-makers, but do not neglect other stakeholders who may influence the purchasing process. Adopt a collaborative and consultative approach, working closely with the various parties to understand their needs and concerns, and offering them solutions tailored to their specific requirements.

Conclusion

In conclusion, selling to major accounts is a stimulating but rewarding challenge for sales professionals. By developing an adapted sales strategy, adopting a proactive and patient approach, and developing strong relationships with potential clients, it is possible to succeed in this competitive field. Whether it's selling products, services, or complex solutions, mastering key account sales techniques is a valuable asset for any company looking to expand its market and develop its activities.

Successful sales prospecting and

GENERATE LEADS

Discover proven telephone prospecting methods to increase your number of generated prospects.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.2/5 (1283 reviews)

Success rate*

100%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

Define the objectives and organize your prospecting

Beliefs and mindset
Key success factors in prospecting
The prospecting plan

Practical activities:

Complete the self-assessment of your prospecting
Determine your prospecting plan

Define the targeting and create your prospecting file.

Targeting tools
The prospecting file
Data sources and enrichment solutions

Practical activities:

Complete your typical persona profile
Detail the list of targeting criteria for priority targets
Enrich 5 leads using a data source not previously utilized.

Build the script and master appointment-setting techniques

Appointment scheduling script
Event technique
Cognitive biases

Practical activities:

Write an appointment-setting script
Perform a self-assessment of your practices for a session of appointment setting.

Use emailing for prospecting

Keys to an effective message
E-mailing sequence framework

Practical activities:

Select 2 advertising or prospecting media and complete the e-mailing inspiration sheet.
Send a prospecting email to several prospects and then contact them by phone

Use social media in prospecting

LinkedIn profile grid
Engagement Challenge
Outbound Call Challenge

Practical activities:

Role-playing on outbound calls with debriefing via the "Outbound Call Assessment Form" grid

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Organize your sales activity

Training to organize your prospecting work by determining relevant segmentation criteria or to automate your activity.

Mastering consultative selling and appointment setting

Training to better structure your sales meetings and identify your clients' challenges to increase your conversion rate.

Would you like to discuss your training needs?

Mastering the Art of Telephone Prospecting in B2B: Methods and Examples

Telephone prospecting is an essential sales technique for B2B companies. But how do you succeed in this often delicate approach? What qualities are required to be an effective teleprospector, and how do you implement a convincing telephone prospecting script? In this article, we will explore the different methods, provide concrete examples, and answer frequently asked questions about B2B telephone prospecting.

Understand Telephone Prospecting

Telephone prospecting involves contacting prospects by phone to present a product or service, qualify leads, and potentially schedule appointments with sales representatives. This direct prospecting method requires a strategic and well-prepared approach to achieve effective results.

Telephone Prospecting Methods

There are several telephone prospecting methods, each with its own advantages and disadvantages. Some companies prefer a more direct approach, while others opt for a gentler approach focused on building long-term relationships. Regardless of the method chosen, it is important to remain professional, empathetic, and have a good understanding of the prospect's needs.

Telephone Prospecting: How To Do It?

To succeed in telephone prospecting, it is essential to follow a few key steps. First, it is important to prepare well by researching the company and the targeted prospect. Next, it is crucial to have a well-structured, yet flexible, telephone prospecting script that guides the conversation while allowing for natural and personalized interaction. Finally, it is important to listen to the prospect, ask open-ended questions, and respond to their objections constructively.

Telesales Representative: Required Qualities

To be an effective teleprospector, several qualities are required. First and foremost, it is important to have excellent communication and active listening skills. It is also essential to be persistent, organized, and able to manage rejection constructively. Finally, a positive attitude and a results-oriented mindset are essential qualities for success in this field.

Telephone Prospecting Appointment Setting

Appointment setting is one of the main objectives of B2B telemarketing. To succeed, it is important to properly qualify leads, to convincingly present the advantages of meeting with a sales representative and to be flexible in scheduling appointments. By following a structured approach and remaining attentive to the prospect's needs, it is possible to obtain qualified appointments that can lead to successful sales.

Conclusion

In conclusion, B2B telephone prospecting is an effective sales method when executed well. By following the right methods, using an adapted script, and developing the necessary qualities, teleprospectors can maximize their chances of success and contribute to the growth of their company. Whether it's to qualify leads, schedule appointments, or close sales, telephone prospecting remains a valuable skill in the business world.

Selling with social networks

SOCIAL SELLING

Improve your visibility on professional social networks and enhance the impact of your profile to generate up to 4 times more leads!

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.4/5 (1171 reviews)

Success rate*

99%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The era of visibility - Keys to success in Social Selling

Understand the role of professional social networks in the business development strategy

Practical activities:

Evaluate your Social Selling Index
Complete your persona profiles

Building a compelling profile

Mastering the keys to an attractive LinkedIn profile and implementing it

Practical activities:

Complete your LinkedIn profile
Obtain recommendations.

Developing your network: quick methods (1/2)

The Guanxi
Searching for connection
Connection messages

Practical activities:

Visit profiles to connect
Develop your network through Guanxi

Developing your network: quick methods (2/2)

The Daily LinkedIn
The content plan
Content production

Practical activities:

Prepare a content production plan

Securing and obtaining appointments

Keys to an effective message
Stimulate the feedback effect: some levers of influence
Engagement Challenge

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Organize your sales activity

Training to organize your prospecting work by determining relevant segmentation criteria or to automate your activity.

Successful sales prospecting and lead generation

Training to discover proven telephone prospecting methods to increase the number of leads you generate.

Would you like to discuss your training needs?

Social Selling: Transforming Social Networks into Business Opportunities

Social selling, often regarded as an essential strategy in today's digital marketing landscape, is revolutionizing the way businesses interact with their audience and generate sales. But what exactly is social selling? Why has it become so crucial for businesses, especially in B2B? What are its advantages, and how can it be effectively integrated into a marketing and customer relationship management (CRM) strategy?

Understand Social Selling

Social selling can be defined as the art of using social networks to build trusting relationships with potential customers, interact with them in a meaningful way, and ultimately convert them into clients. Unlike traditional sales methods, which often rely on intrusive and impersonal tactics, social selling focuses on creating an authentic and engaging presence on social platforms.

Why Social Selling?

The digital landscape is rapidly evolving, and with it, consumer habits. Today, buyers are more informed, more demanding, and more connected than ever. They seek personalized interactions and meaningful buying experiences. This is where social selling comes into play. By harnessing the power of social networks, businesses can not only reach their target audience more effectively but also establish lasting relationships that foster loyalty and sales growth.

Benefits of Social Selling

The advantages of social selling are numerous and varied. First of all, it allows companies to develop their online visibility and strengthen their presence on social platforms. By regularly engaging their audience through relevant and engaging content, they can generate prospect interest and position themselves as experts in their field. In addition, social selling offers a more human and personalized approach to sales, which promotes customer trust and loyalty.

Integration of Social Selling into the Marketing Strategy

To fully leverage the benefits of social selling, it's essential to strategically integrate it into the company's overall marketing strategy. This involves defining clear objectives, identifying the social platforms relevant to the target audience, and creating content tailored to each channel. Additionally, it's important to implement effective CRM tools to track and manage interactions with prospects throughout the sales process.

Social Selling and CRM

Social selling and CRM are closely linked because they both aim to improve customer relationships and boost sales. Modern CRM platforms often integrate features specifically designed for social selling, such as social media monitoring, interaction analysis, and lead management. By combining these tools with a strategic approach to social selling, companies can optimize their sales process and maximize their return on investment.

Conclusion

In summary, social selling represents a significant opportunity for companies of all sizes and sectors. By adopting an approach focused on authenticity, relevance, and engagement, they can transform their social networks into real engines of growth. Whether it's to strengthen brand visibility, generate qualified leads, or build customer loyalty, social selling offers tangible benefits that cannot be ignored in today's competitive landscape.

Mastering the techniques of

SALES NEGOTIATION

This training will enable you to acquire solid skills and knowledge to prepare for negotiation, master commercial negotiation techniques, manage the balance of power, and create value.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.2/5 (2215 reviews)

Success rate*

99%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The rules of the negotiation game

The GO / NO GO Negotiation
The framework of the negotiation
The rules of the game

Practical activities:

Complete the negotiation framework for an ongoing sale
Perform a self-assessment on the rules of the Negotiation game.

Negotiation preparation

The power dynamic assessment tool
The Preparation Triptych
The ZAPO assessment matrix by item

Practical activities:

Debriefing of an intervention by a former negotiator of the RAID (French Rapid Intervention Force)
Complete the BATNA evaluation grid

Verbal and non-verbal management and cognitive biases

Self-assessment of your cognitive bias practices
Self-assessment of active listening
Self-assessment of your assertiveness

The levers of value creation

The value proposition canvas for their offer
Self-assessment of how you handle buyer tactics
The list of concessions/counterparts

Practical activities:

List the potential benefits you can obtain during your negotiations.
Complete the self-assessment of how you handle buyer tricks

Managing personalities

The DISC profile analysis matrix
The adaptation sheet to the DISC profiles of the interlocutors
The final quiz!

Practical activities:

Define the 'Do's' and 'Don'ts' in communication with each DISC style

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Successful sales prospecting and lead generation

Training to delve deeper into topics surrounding the sales cycle, customer discovery, and questioning techniques.

Developing consulting techniques applied to B2B sales

Training to improve on topics such as sales cycle, client discovery, questioning techniques, objection handling, and closing.

Would you like to discuss your training needs?

Sales Negotiation Strategies: Tips and Tricks for Success

Commercial negotiation is an essential aspect of any successful transaction. Whether you are a novice or an experienced professional, mastering negotiation techniques can make the difference between success and failure in the business world. But how do you conduct an effective commercial negotiation? How can you best prepare, and what are the secrets to success? In this article, we will explore these questions and provide concrete examples to help you develop your commercial negotiation skills.

Understand Commercial Negotiation

Commercial negotiation is a dynamic process in which the parties involved attempt to reach a mutually beneficial agreement. It requires a thorough understanding of each party's needs and objectives, as well as skills in communication, persuasion, and problem-solving.

How to Conduct a Business Negotiation?

To successfully negotiate a commercial deal, thorough preparation is crucial. Begin by analyzing your position and that of your counterpart. Identify your objectives and the points on which you're willing to concede. Prepare to anticipate objections and formulate persuasive responses. Finally, keep in mind the importance of flexibility and seeking win-win solutions.

How to Prepare for a Sales Negotiation?

Preparation is the key to success in commercial negotiation. Start by researching your contact, their company, and their potential needs. Identify points of convergence and possible areas of compromise. Also prepare your arguments and anticipate possible counter-arguments. The more prepared you are, the more confident you will be and the more able you will be to negotiate successfully.

Successful Sales Negotiations: The Secrets

To succeed in a commercial negotiation, it's essential to keep a few key principles in mind. First, listen actively and show empathy towards your counterpart. Seek to understand their needs and find solutions that meet their expectations. Also, be patient and persistent, and never underestimate the importance of preparation and flexibility.

What is Sales Negotiation?

Commercial negotiation is a complex process that involves several stages, from initial preparation to the conclusion of the agreement. It can take different forms, from negotiating a contract to resolving conflicts between business partners. Whatever the situation, the key to success lies in the ability to understand each other's needs and find mutually beneficial solutions.

Example of Commercial Negotiation

Consider a sales negotiation example between a supplier and a client. The supplier offers an initial price for its products, but the client expresses concerns about the cost. The supplier listens carefully to the client's concerns and proposes alternative solutions, such as discounts for bulk orders or flexible payment terms. Ultimately, both parties reach an agreement that satisfies their respective needs.

Conclusion

In conclusion, business negotiation is an art that can be learned and perfected over time. Whether it's to close a sale, negotiate a contract, or resolve a dispute, mastering negotiation techniques is a valuable asset in the business world.