Move your sales process towards

VISIO AND MULTI-CHANNEL

Restructuring of the organization to switch to an efficient sedentary mode. Increased prospecting activity and yields. Management of the constrained period.

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.9/5 (803 reviews)

Success rate* (%)

100%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating 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 you to evaluate your transformation rates?
Finalize your consolidated persona

Channels and editorial line

The buying path
The Content Marketing Matrix

Practical activities:

Finalize the stages of your purchasing journey
Finalize the list of usable content

Copywriting

The editorial charter template
The editorial calendar template
The copywriting checklist

Practical activities:

Finalize your editorial planning
Write one of your contents using the AIDA method

Setting up your first sales tunnel

AARRR matrix
Conversion Funnel Backlog

Lead scoring and nurturing

The Lead Scoring template
The "LinkedIn message sequence and e-mail" frame

Practical activities:

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

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

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

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

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

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

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

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

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Generate marketing leads

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

Improve the use of your CRM

Training to acquire solid skills and knowledge in managing 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 potential customers more effectively than traditional marketing? In this article, we'll take an in-depth look at inbound marketing, its benefits, methods and tools for implementing a successful strategy, as well as current trends in this ever-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 traditional outbound marketing, which actively solicits potential customers, inbound marketing aims to establish an organic relationship with them by responding to their needs and questions.

Setting up an effective inbound strategy

To implement an effective inbound strategy, it's essential to start by clearly defining your objectives and target audience. Next, identify the most relevant communication channels for reaching this audience, such as blogs, social networks, organic SEO, e-mail marketing and so on. Then create quality content and optimize it to attract and convert prospects into customers.

Benefits of inbound marketing

Inbound marketing has many advantages over traditional marketing. First of all, it's more cost-effective, requiring fewer financial resources than traditional advertising campaigns. What's more, it's more effective at targeting qualified prospects, as it relies on the creation of relevant content that naturally attracts those interested in your products or services.

Tools for Automating 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, and analytics and performance tracking tools like Google Analytics.

Current Inbound Marketing Trends

Current trends in inbound marketing are constantly evolving to adapt to changes in consumer behavior and expectations. Among the most striking trends are the rise of video content, the rise of chatbots and artificial intelligence for customer interaction, and the increased personalization of content and offers to meet the specific needs of each prospect.

In conclusion, inbound marketing offers a modern and effective approach to attracting, converting and retaining customers. By using the right methods, the right tools and staying on top of the latest trends, you can implement an inbound marketing strategy that will set you apart from the competition and generate lasting results for your business.

Evolve your sales process towards videoconferencing and multi-channel sales

Restructuring of the organization to switch to an efficient sedentary mode. Increased prospecting activity and yields. Management of the constrained period.

Intra

Our INTRA sessions enable you to customize the training to your 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 bridges the gap between the power of these now essential tools, and their use cases.

Objectives

Learn best practices in In-House Sales and Visio Sales
Know how to adapt the process and methods used in prospecting and customer relations
To deduce the associated changes in managerial practices

5 synchronous 2-hour or 2-day face-to-face sessions

1 one-hour scoping session

1 one-hour post-training follow-up session

12 hours of microlearning and 2 hours of intersession tutoring

Public

Executives, 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 course has no prerequisites and is suitable for all levels.

Modality

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

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

Program

Training schedule

Sedentary and digital sales best practices

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Adapting the One to One process for RDVs (R0/R1)

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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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Our ongoing digital presence

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After training

Questionnaire for validating prior learning
Post-training follow-up appointments

Before each session

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

During the video session

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

After each session

Participants have an action plan and exercises for implementation in their context.

Discover also

Develop multi-channel communication techniques applied to B-to-B sales

Master sales negotiation techniques

Mastering consultative selling and making appointments

Would you like to discuss your training needs?

Visio Sales Training: Master the Techniques for Successful Remote Sales

Videoconferencing has become a must for companies wishing to maintain their sales activity at a distance. To succeed in this field, specific training is essential. Find out how to adapt your sales techniques to videoconferencing to achieve your sales objectives.

Visio Sales Techniques: A New Challenge

Video-conferencing sales calls for special skills, as it involves remote interaction with customers. To master this aspect, specialized training will enable you to acquire the methods and tools you need to conduct effective sales meetings.

Selling by videoconference: Best practices

To sell successfully by videoconference, it's essential to follow certain best practices. Learn how to create an environment conducive to selling, how to keep your interlocutor's attention and how to effectively conclude your interviews.

Adapting the Sales Process to Visio: Keys to Success

Adapting your sales process to videoconferencing is crucial to the success of your sales exchanges. Find out how to personalize your approach, structure your presentations and use technological features to maximize the impact of your meetings.

The advantages of videoconferencing sales

Videoconferencing sales offers many advantages for both companies and customers. It reduces travel, extends your geographical reach and enables you to maintain regular communication with your prospects and customers.

Overcoming the Obstacles of Distance Selling: Solutions

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

Conclusion

In conclusion, videoconferencing sales training is an essential investment for professionals wishing to develop their sales skills remotely. With the right approach and the right practices, you can maximize your chances of success in this fast-growing field.

Master the art of consultative selling and

SALES APPOINTMENT

Structure your sales meetings to better identify your customers' issues and increase your conversion rate!

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.1/5 (2458 reviews)

Success rate* (%)

100%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

The evolution of the sales cycle and sales phases

Identify good (and bad) business practices
Choosing the right sales profile for each customer
Optimize your sales cycle

Practical activities :

Complete the self-assessment of your business practice
Calculate your pipeline lift

Prospecting and appointment setting

The prospecting plan
The call script

Practical activities :

Work on your call script
Carrying out a self-debrief on a prospecting session

Prepare and frame the sales meeting

Preparing the sales meeting
Framing the interview with the OPA
Launch the Elevator Pitch interview

Practical activities :

Complete the checklist of steps for preparing a sales meeting

Questioning and dialogue tools

Dialogue cards Level 1
Questioning themes
SPIN questioning structure

Practical activities :

Complete the "Dialogue tools" canvas with concrete examples
Create a register of questions by theme specific to your business

Argue and engage the customer to close the sale

Structuring your sales pitch
Dealing with customer resistance with CRAC
Closing the sale
Tout Parfait maintenance

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

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

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales people, Business developers, Technical sales people, Consultants, Sales managers.

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

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

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

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Successful sales prospecting and lead generation

In-depth training on the sales cycle, customer discovery and questioning techniques.

Develop consultancy techniques applied to B-to-B sales

Training to make progress on the topics of the sales cycle, customer discovery, questioning techniques, managing objections and closing.

Would you like to discuss your training needs?

Optimize your Sales Appointment Strategy

Making sales appointments is an essential part of any effective sales strategy. Whether by e-mail, telephone or in person, successfully securing a business appointment can make all the difference in closing a deal. But how do you formulate a convincing request for a business meeting? What are the best techniques for making a business appointment? In this article, we reveal the most effective strategies and methods for maximizing your chances of success in setting up a business meeting.

Request a business meeting

The first step to obtaining a sales appointment is to formulate a clear and concise request. In your email or phone call, be sure to briefly explain who you are, what you're offering and why the appointment would be beneficial to the recipient. Don't hesitate to personalize your message, showing that you've taken the time to find out more about the company or person you're contacting.

Sales Appointment Techniques

There are several effective techniques for making a sales appointment. The first is to establish a relationship of trust with your contact by asking open-ended questions and listening carefully to his or her needs. Next, propose 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's convenient for your contact.

The Best Tools for Organizing Appointments

To organize your appointments efficiently, there are several tools available. Customer Relationship Management (CRM) software is particularly useful for keeping track of your contacts and scheduling appointments. You can also use online scheduling tools that allow your prospects to choose a time slot themselves, simplifying the process for both parties.

Follow up after an Unsuccessful Appointment Booking

Sometimes, a request for a sales meeting doesn't produce an immediate result. In this case, it's important not to give up and to follow up in a professional manner. You can send a follow-up email to reiterate the subject of your request and propose a new date or time slot. The key is to remain persistent, while respecting your contact's limits and preferences.

Successful Sales Appointment Setting

Here are a few additional tips for successful sales appointments:

- Be succinct and clear in your message.

- Tailor your approach to the person you're talking to.

- Emphasize the benefits for your contact.

- Follow up your prospects on a regular, professional basis.

Develop the agile approach to sales with

LARGE ACCOUNTS

Usingthe analogy of a chess game, master the agile approach to key accounts.

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.1/5 (2303 reviews)

Success rate* (%)

98%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

The aim of the commercial game and materials

Why play? The Law of Business
What is the objective of the game? Analysis of the Business Pipeline
What equipment do I need to play? Playing field and pieces

Practical activities :

Carry out a detailed analysis of the Business Pipeline
Identify the parts of the Fil Rouge case

Key data for starting the game and playing

Who, where and what to look for on the playground
Self-evaluation of game preparation
Interlocutor triangulation grid

Practical activities :

Self-assessment of terrain control
Creating a triangulation plan for the Fil Rouge case

Game phase 1: account entry and qualification

Account entry techniques
SPIN Selling and projective questioning techniques
Case qualification and interest anchoring movements

Practical activities :

Preparing a SPIN sequence
Analyze the next moves in the Fil Rouge case

Game phase 2: proposal and deal closing

The assertiveness grid
The proposal in co-construction mode
Final moves in the event of difficulties

Practical activities :

Prepare for future meetings with prospects/customers, particularly on the Fil Rouge case

Account review and business investigation

Scoring opportunities. GO/NO GO sheet
Account investigation agenda
Quizzes to validate prior learning

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

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

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales Directors, Key Account Specialists, 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 placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

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

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Implementing an Inbound Marketing strategy

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

Master sales negotiation techniques

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

Key account sales represent a major 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 key accounts? What are the effective techniques for making long-cycle sales to multiple contacts within these organizations? In this article, we explore these questions and provide concrete examples to help you develop your key account sales skills.

Understanding Key Account Sales

Key account sales involve marketing products or services to large companies or organizations, often referred to as key accounts. These companies have specific needs, complex purchasing processes and high expectations in terms of quality, service and added value. Selling to key accounts therefore requires a strategic approach and an in-depth understanding of each customer's needs and motivations.

How do I sell to key accounts?

To sell to key accounts, it's essential to develop a sales strategy tailored to their needs and expectations. Start by carrying out an in-depth 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 this company. Finally, build strong relationships with key decision-makers and use effective persuasion techniques to close the sale.

Long Cycle Sales

Key account sales are often characterized by long, complex sales cycles. To succeed in this environment, it's important to maintain regular communication with potential customers, keeping them informed of progress and responding promptly to any questions or concerns they may have. Adopt a proactive and patient approach, staying focused on long-term objectives and working closely with customers to overcome obstacles and reach mutually beneficial agreements.

Techniques for reaching key accounts

When dealing with key accounts, it's essential to develop strong relationships with several contacts within the organization. Identify the key decision-makers, but don't neglect other stakeholders who can influence the purchasing process. Adopt a collaborative and consultative approach, working closely with the various parties to understand their needs and concerns, and proposing solutions tailored to their specific needs.

Conclusion

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

Successful sales prospecting and

GENERATE LEADS

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

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.2/5 (1283 reviews)

Success rate* (%)

100%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

Define objectives and organize your prospecting

Beliefs and the mind
Key success factors in prospecting
The prospecting plan

Practical activities :

Complete your prospecting self-assessment
Determining your prospecting plan

Creating a targeting and prospecting file

Targeting tools
The prospecting file
Data sources and enrichment solutions

Practical activities :

Completing a typical persona
Detailed list of targeting criteria for priority targets
Enrich 5 leads via a previously untapped data source

Building a script and mastering appointment-setting techniques

Appointment script
Event technology
Cognitive bias

Practical activities :

Write an appointment script
Carry out a self-assessment of your practices for an appointment-setting session

Use emailing to prospect

The keys to an effective message
E-mailing sequence frame

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

Using social networks for prospecting

LinkedIn profile grid
Challenge Engagement
Challenge Appel Sortant

Practical activities :

Role-playing an outgoing call with debriefing using the "Outgoing call evaluation sheet".

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

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

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

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

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

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

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

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Organizing your business

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

Mastering consultative selling and making appointments

Training to help you better structure your sales meetings and identify your customers' issues to increase your conversion rate.

Would you like to discuss your training needs?

Mastering the Art of B2B Telephone Prospecting: Methods and Examples

Telephone prospecting is an essential sales technique for B2B companies. But how do you make a success of this often tricky approach? What qualities do you need to be an effective telemarketer, and how do you set up a convincing telephone prospecting script? In this article, we'll explore the different methods, give concrete examples and answer frequently asked questions about telephone prospecting in B2B.

Understanding telephone prospecting

Telephone prospecting involves contacting prospective customers by telephone to present a product or service, qualify leads and, if necessary, arrange appointments with sales representatives. This direct prospecting method requires a strategic, well-prepared approach to achieve effective results.

Telephone prospecting methods

There are several methods of cold calling, each with its own advantages and disadvantages. Some companies prefer a more direct approach, while others opt for a gentler, long-term relationship-building approach. Whichever method you choose, it's important to remain professional, empathetic and to fully understand the prospect's needs.

How to prospect by phone

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

Telemarketer: Qualities required

To be an effective telemarketer, several qualities are required. First and foremost, it's important to have excellent communication and active listening skills. It's also essential to be persistent, organized and able to deal constructively with rejection. Finally, having a positive attitude and being results-oriented are indispensable qualities for success in this field.

Telephone prospecting Appointment setting

Making appointments is one of the main objectives of B2B telephone prospecting. To be successful, it's important to qualify leads well, present the benefits of meeting with a sales rep in a convincing way, and be flexible when scheduling appointments. By following a structured approach and remaining attentive to the prospect's needs, it's possible to obtain qualified appointments that can lead to successful sales.

Conclusion

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

Master the techniques of

COMMERCIAL NEGOTIATION

This training course will enable you to acquire solid skills and knowledge to prepare for negotiations, master sales negotiation techniques, manage power relations and create value.

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4.2/5 (2215 reviews)

Success rate* (%)

99%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

The rules of the negotiation game

Le GO / NO GO Négo
Negotiation framework
The rules of the game

Practical activities :

Completing the negotiation framework for a sale in progress
Carry out a self-assessment on the rules of the Negotiation game

Preparing for a negotiation

The balance of power assessment tool
The preparation triptych
ZAPO evaluation grid by item

Practical activities :

Debriefing of an intervention by a former Raid negotiator
Completing the ZAPO evaluation grid

Verbal and non-verbal management and cognitive biases

Self-assessment of your cognitive bias practices
Active listening self-assessment
Assertiveness self-assessment

The levers of value creation

The framework for promoting your offer
Self-assessment of buyer tip processing
List of concessions/counterparties

Practical activities :

List the potential quid pro quos you can obtain in your negotiations
Completing the self-assessment of buyer tip processing

Personality management

DISC profile analysis grid
Adapting to the DISC profiles of your contacts
The final quiz!

Practical activities :

Define "Do's" and "Don'ts" in communication with each DISC dominant

After training

Questionnaire for validating prior learning

Before each session

Participants complete the corresponding e-learning.

During the session

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

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

Sales people, Business developers, Technical sales people, Consultants, Sales managers.

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

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

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

NUMEROUS TRAINING COURSES AVAILABLE

Discover also

Successful sales prospecting and lead generation

In-depth training on the sales cycle, customer discovery and questioning techniques.

Develop consultancy techniques applied to B-to-B sales

Training to make progress on the topics of the sales cycle, customer discovery, questioning techniques, managing objections and closing.

Would you like to discuss your training needs?

Commercial Negotiation Strategies: Tips and Tricks for Success

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

Understanding 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 sales negotiation?

To succeed in a sales negotiation, it's crucial to be well prepared. Start by analyzing your position and that of your negotiating partner. Identify your objectives and the points on which you are ready to yield. Prepare to anticipate objections and formulate persuasive responses. Finally, keep in mind the importance of flexibility and the search for win-win solutions.

How to prepare for a sales negotiation?

Preparation is the key to successful sales negotiation. Start by researching your contact, his or her company and potential needs. Identify points of agreement and possible areas of compromise. Also prepare your sales pitch and anticipate possible counter-arguments. The better prepared you are, the more confident you'll be and the more likely you'll be to negotiate successfully.

Successful Sales Negotiations: The Secrets

To succeed in a sales negotiation, it's essential to keep a few key principles in mind. First and foremost, listen actively and show empathy towards the other party. Try to understand their needs and find solutions that meet their expectations. Be patient and persistent, and never underestimate the importance of preparation and flexibility.

What is Commercial Negotiation?

Commercial negotiation is a complex process involving several stages, from initial preparation to the conclusion of an agreement. It can take many 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.

Sales negotiation example

Let's imagine a commercial negotiation between a supplier and a customer. The supplier proposes an initial price for its products, but the customer expresses concerns about the cost. The supplier listens carefully to the customer's concerns and proposes alternative solutions, such as bulk order discounts or flexible payment terms. In the end, both parties reach an agreement that satisfies their respective needs.

Conclusion

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

Organize your

BUSINESS ACTIVITY

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

DISCOVER OUR TRAINING

Objectives

Intra

Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.

Discover our program

Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.

Customer reviews

4/5 (1141avis)

Success rate* (%)

88%

* These indicators are updated each year on the basis of consolidated data from previous years.

Source of indicators: List of trainees/learning validation quiz/training evaluation

Last date for updating figures: 15/05/2024

Program

Training schedule

Sales action plan and highlights

Business Flow
Customer targeting
Prospect targeting

Practical activities :

Review and formalize Business Flow
Build a customer targeting and segmentation file
Define targeting criteria for prospects

Pipeline feedback and effort calculator

The pipeline lift calculator
Calculating effort allocation
The GO/NO GO grid

Practical activities :

Detailed analysis of Sales Pipeline feedback
Recalculate prospecting activities in relation to signature targets and pipeline

Weekly organization

Activity blocks
The weekly planner
A few keys to optimum efficiency

Practical activities :

Finalize business analysis
List all the ideas for improving your organization according to the 8 laws of time reporting

Business automation

Everyday micro-tasks
Facilitating tools: dirty enablers
CRM and automation possibilities

Practical activities :

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

Review of actions and management tools

Productivity enhancement methods
Managing sales actions
Summary of changes in your organization

After training

Questionnaire for validating prior learning

Before each session

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

During the session

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

After each session

Participants are given exercises to apply in their own context.

TRAINING METHODS

Public

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

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

Prerequisites

A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.

Evaluation

At the end of the course, participants will be given a questionnaire to validate their learning and establish the extent to which they have achieved their training objectives.

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

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Time management in sales: Maximize your salespeople's productivity and performance

Effective time management is crucial for salespeople seeking to maximize their productivity and performance. In an environment where every minute counts, knowing how to organize your schedule, optimize your sales time and stay productive are essential skills. Here are a few tips on how to manage your sales time effectively.

Effective time management in sales: planning sales activities

Sales activity planning is the first step to effective sales time management. Take the time to define your sales objectives and draw up a detailed action plan to achieve them. Identify priority tasks and set realistic deadlines for completing them. By structuring your working day, you can maximize efficiency and avoid wasting time.

Use of time management techniques

Time optimization in sales also involves the use of 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 apps and task tracking software to stay organized and focused.

Prioritize tasks efficiently

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 greatest impact on your sales results. Devote time to the activities that generate the most value for your company, and delegate or eliminate tasks that don't contribute to your objectives.

Planning the working day

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

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. Set aside time to respond to urgent requests, while also devoting time to activities that contribute to your long-term goals. By effectively managing urgent and important tasks, you can avoid stress and maximize your business performance.

Automation of repetitive tasks

To save time and boost 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 customer interactions 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 targets.

Move your sales process towards

VISIO AND MULTI-CHANNEL

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Objectives

Intra

Contents

Program

Before each session

During the session

After each session

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Prerequisites

Evaluation

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

What is inbound marketing?

Setting up an effective inbound strategy

Benefits of inbound marketing

Tools for Automating Inbound Marketing

Current Inbound Marketing Trends

Evolve your sales process towards videoconferencing and multi-channel sales

Intra

Objectives

Contents

Public

Prerequisites

Modality

Program

Before each session

During the video session

After each session

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Visio Sales Training: Master the Techniques for Successful Remote Sales

Visio Sales Techniques: A New Challenge

Selling by videoconference: Best practices

Adapting the Sales Process to Visio: Keys to Success

The advantages of videoconferencing sales

Overcoming the Obstacles of Distance Selling: Solutions

Conclusion

Master the art of consultative selling and

SALES APPOINTMENT

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During the session

After each session

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Prerequisites

Evaluation

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Optimize your Sales Appointment Strategy

Request a business meeting

Sales Appointment Techniques

The Best Tools for Organizing Appointments

Follow up after an Unsuccessful Appointment Booking

Successful Sales Appointment Setting

Develop the agile approach to sales with

LARGE ACCOUNTS

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Objectives

Intra

Contents

Program

Before each session

During the session

After each session

TRAINING METHODS

Public

Prerequisites

Evaluation