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

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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

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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 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.

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.

Organize your

SALES ACTIVITY

This training will enable you to organize your prospecting work by determining the relevant segmentation criteria and methods for automating your activity.

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*

4/5 (1141 reviews)

Success rate*

88%

* 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 sales action plan and key milestones

The Business Flow
Customer targeting
Prospect targeting

Practical activities:

Review and formalize the Business Flow.
Establishing a targeting and segmentation file of its customers
Define targeting criteria for your prospects

Pipeline review and effort calculator

The pipeline backflow calculator
The calculation of effort allocation
The GO/NO GO matrix

Practical activities:

Perform a detailed analysis of your Sales Pipeline feedback.
Revisit the calculation of prospecting activities in light of your closing objectives and pipeline.

Weekly organization

Activity blocks
The weekly planner
Key elements for optimal efficiency

Practical activities:

Finalize the analysis of your activities
List all ideas for improving your organization according to the 8 laws of time management.

Automation of sales activities

Daily micro-tasks
Facilitating tools: sales enablers
CRM and automation possibilities

Practical activities:

Refine optimizations for micro-tasks and implement the defined actions
Start implementing the defined optimizations for your CRM.

Reviewing actions and management tools

Methods for increasing productivity
Managing your sales activities
Summary of changes to your organization

After the training

Knowledge validation questionnaire

Before each session

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

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

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Would you like to discuss your training needs?

Manage your time in sales: Maximize the productivity and performance of your sales representatives

Effective time management is crucial for salespeople looking to maximize their productivity and performance. In an environment where every minute counts, knowing how to organize your schedule, optimize your selling time, and stay productive are essential skills. Here are some tips for effectively managing your time in sales.

Effective time management in sales: planning sales activities

Planning sales activities is the first step towards effective time management in sales. Take the time to define your sales objectives and establish a detailed action plan to achieve them. Identify priority tasks and set realistic deadlines for completing them. By structuring your workday, you can maximize your efficiency and avoid wasting time.

Using time management techniques

Optimizing time in sales also involves using proven time management techniques. Adopt methods such as the Pomodoro Technique, the GTD (Getting Things Done) method, or the Eisenhower Matrix to better organize your schedule and prioritize your tasks. Also, use time management tools such as calendar applications and task tracking software to stay organized and focused.

Prioritize tasks effectively

Productivity in sales also depends on your ability to prioritize tasks effectively. Learn to distinguish between urgent and important tasks and focus on those that have the most impact on your sales results. Dedicate time to activities that generate the most value for your company and delegate or eliminate tasks that do not contribute to your goals.

Workday planning

Planning your workday is essential to maximize your sales results. Start each day by defining your goals and planning the tasks you need to accomplish. Organize your schedule into blocks of time dedicated to specific activities, such as prospecting, client appointments, or sales follow-up. By sticking to a well-defined work plan, you can avoid distractions and stay focused on your goals.

Proactive approach: balancing urgent and important tasks

To effectively balance urgent and important tasks in your schedule, take a proactive approach. Anticipate your customers' needs and plan your schedule accordingly. Schedule time to respond to urgent requests while also dedicating time to activities that contribute to your long-term goals. By effectively managing urgent and important tasks, you can avoid stress and maximize your sales performance.

Automation of repetitive tasks

To save time and increase your sales performance, use strategies such as automating repetitive tasks, delegating non-essential tasks, and optimizing your sales processes. Also, use technological tools such as CRM (Customer Relationship Management) software to track your interactions with customers and identify sales opportunities.

By following these tips and using the right sales time management techniques, you can optimize your sales activity and successfully achieve your sales goals.