The Chessboard Method©
Our innovative method to increase your sales
with Key Accounts and complex environments
Cette formation est éligible au financement public FNE-Formation. Elle est également certifiée Qualiopi par Bureau Veritas.
Cette formation est éligible au financement public FNE-Formation. Elle est également certifiée Qualiopi par Bureau Veritas.
Selling to Major Accounts:
Where do you stand?
The techniques of Major Account sales are complex approaches, mixing reactivity, negotiation and co-construction with the client.
A « Grand Compte » salesperson must be able to manage business complexity effectively in order to propose the most relevant project to their prospect.
Face à ce constat, où situez-vous votre équipe commerciale ?
Si :
- Le niveau de transformation de vos commerciaux est insuffisant sur ce type de comptes…
- Vos commerciaux subissent le process du client plutôt qu’ils dirigent les échanges…
- Vos commerciaux manquent d’interlocuteurs au sein de ces comptes pour augmenter les chances de succès…
Alors nous pouvons vous accompagner dans l’optimisation de votre approche Grands Comptes !
From chess... to Key Account selling
Perhaps you've watched the series "The Queen's Gambit"?
In this series, we see the heroine make her place in the closed world of world chess champions, thanks in particular to her work ethic, her audacity and the thorough analysis of her opponents.
The Chessboard Method will allow you to develop a similar mindset and methodology in order to:
Master the analysis methods and business management techniques to increase your sales conversion rate.
Better anticipate and define the best next actions at each stage of the game
Mastering behavioral rules and how to develop in a multi-stakeholder environment
From chess... to Key Account selling
Perhaps you've watched the series "The Queen's Gambit"?
In this series, we see the heroine make her place in the closed world of world chess champions, thanks in particular to her work ethic, her audacity and the thorough analysis of her opponents.
The Chessboard Method will allow you to develop a similar mindset and methodology in order to:
Master the analysis methods and business management techniques to increase your sales conversion rate.
Better anticipate and define the best next actions at each stage of the game
Mastering behavioral rules and how to develop in a multi-stakeholder environment
Our dedicated training
Using the analogy of the game of chess, master the agile approach to guide your interactions with major accounts.
This training program includes:
Apports sur les 10 règles du jeu et les outils d’analyse de compte
Découverte des “pièces du jeu” et des “règles de mouvement” pour maîtriser l’échange
Jeux de rôles portant sur les compétences liées à la négociation et aux réunions d’investigation de comptes
Mise en œuvre de la stratégie de conquête Grands Comptes
Investigation of real accounts and contributions to the decision-making process for the best actions.
Our dedicated training
Using the analogy of the game of chess, master the agile approach to guide your interactions with major accounts.
This training program includes:
- Insights on the 10 rules of the game and the account analysis tools,
- Discover the pieces of the game and the rules of movement to master the game,
- Role-playing focusing on skills related to negotiation and account investigation meetings,
- Implementation of the Key Account acquisition strategy,
- Investigation of real accounts and contributions to the decision-making process for the best actions.
Our training program
Session 1
The goal of the game and the materials
Session 2
The key data to play and start the game
Session 3
Entering the account and qualifying the deal
Session 4
The proposal and closing the deal
Session 5
Account review and deal investigation
5 sessions synchrones de 2h ou 2 jours en présentiel
Our trainers
Former Sales Directors, Key Account Managers, high-level Business Developers, Customer Relationship Managers, etc.
All our trainers have more than 15 years of experience and are qualified to advise you on the sales and marketing issues you encounter daily.
They are also trained to fulfill the fundamentals of our Quality Support Charter. Each trainer has received a certification corresponding to their area of expertise. Thus, we offer you the most suitable support, provided by a pool of experts in line with your work plan.
Former Sales Directors, Key Account Managers, high-level Business Developers, Customer Relationship Managers, etc.
All our trainers have more than 15 years of experience and are qualified to advise you on the sales and marketing issues you encounter daily.
They are also trained to fulfill the fundamentals of our Quality Support Charter. Each trainer has received a certification corresponding to their area of expertise. Thus, we offer you the most suitable support, provided by a pool of experts in line with your work plan.
What our clients observe after the training
96%
82%
We believe that the training has enabled our employees to develop more agile sales skills in a complex environment, which also increases their potential for development within our company, as well as in the job market!
In addition, the Active Training format of the training allowed employees to appropriate tools that we use internally (the pieces, the movements in an account, the scoring grid).
It is indeed the drive they show on complex cases that has become more visible. They are more autonomous, more precise, more demanding of themselves, and probably also of clients, without losing the quality of the relationship.
I hope this continues in this direction because this training has almost led to the birth of a new team!
To learn more
To learn more about the Chessboard Method and the analogy between chess and Key Account sales, discover this webinar led by Fabien Comtet, founder and President of KESTIO.
Through the series "The Queen's Gambit," Fabien deciphers the characteristics of complex sales and delivers the business lessons to retain for your organization!
Would you like to speak with an advisor?
Our team of experts is here to advise you.
Fill out this form, and we will respond as soon as possible!
Would you like to speak with an advisor?
Our team of experts is here to advise you.
Fill out this form, and we will respond as soon as possible!