Integrate the consulting approach into the sales process

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

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

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Objectives

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

Intra

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

Discover our program

Content

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

New for 2024

Program

Training schedule

The phases of the Consulting approach and posture

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

Assessment and on-the-ground listening

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

Dialogue tools and interest validation

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

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

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

Address unspoken concerns and project future uses

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

After the training

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

Before each session

Participants complete the corresponding e-learning module.

During the session

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

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

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

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

Prerequisites

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

Develop a plan for selling customized offers.

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

Evaluation

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

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

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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).

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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.

Selling with social networks

SOCIAL SELLING

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

DISCOVER OUR TRAINING

Objectives

Intra

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

Discover our program

Content

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

Customer reviews*

4.4/5 (1171 reviews)

Success rate*

99%

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

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

Last updated figures: 15/05/2024

Program

Training schedule

The era of visibility - Keys to success in Social Selling

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

Practical activities:

Evaluate your Social Selling Index
Complete your persona profiles

Building a compelling profile

Mastering the keys to an attractive LinkedIn profile and implementing it

Practical activities:

Complete your LinkedIn profile
Obtain recommendations.

Developing your network: quick methods (1/2)

The Guanxi
Searching for connection
Connection messages

Practical activities:

Visit profiles to connect
Develop your network through Guanxi

Developing your network: quick methods (2/2)

The Daily LinkedIn
The content plan
Content production

Practical activities:

Prepare a content production plan

Securing and obtaining appointments

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

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

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

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

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

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

Prerequisites

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

Evaluation

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

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

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Social Selling: Transforming Social Networks into Business Opportunities

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

Understand Social Selling

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

Why Social Selling?

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

Benefits of Social Selling

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

Integration of Social Selling into the Marketing Strategy

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

Social Selling and CRM

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

Conclusion

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