Integrating the consulting approach into the sales process
While selling an already pre-configured product or service assumes the sales skills of argumentation, handling objections and conclusion, it is necessary to acquire new skills when it comes to proposing offers tailored to specific customer issues and problems.
This training course will enable you to master the techniques used in consulting and apply them to sales.
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Objectives
- Prepare the sales approach for personalized offers, based on the customer's profile, objectives, issues and problems, and any disability situation to be taken into account, integrating the various phases of the consulting approach to be carried out.
- Transform raw data supplied by the customer and supplemented by data from field surveys, using structuring aids to bring out the essential information on the customer's issues and problems.
- Facilitate direct exchanges with customers, using dialogue tools to question them about their wishes for change in relation to their initial situation, in order to obtain the information needed for a personalized configuration of the offer.
- Help the customer to co-construct a personalized proposal, taking into account the information collected, sorted and prioritized, so that it forms part of a realistic and achievable offer for both parties, and thus facilitate the decision-making process.
- Incorporate a structured, planned process for implementing the validated sales proposal into customer relations, in order to guarantee customer satisfaction, foster customer loyalty and trigger additional sales.
Intra
Our INTRA sessions enable you to customize the training to your context and challenges, with specific anchoring options.
Contact us for a proposal tailored to your needs.
Contents
- 5 x 2-hour video sessions or 2 days face-to-face
- 3 hours of e-learning capsules before each session
Training start date: Training can start 8 days after signature of the agreement or receipt of the OPCO funding agreement.
New for 2024
Program
1
Training schedule
The phases of the consulting approach and posture
- Understanding the challenges of the consulting posture
- Integrate the key phases and milestones of the Consulting approach
- Preparing the customer meeting
- Gather key data to establish a pre-assessment and highlight issues to the customer
Diagnosis and listening in the field
- Set up situation assessments, diagnostic components or organize field listening sessions
- Gathering data and evidence
- Valuing differences
- Validating interest in change
Dialogue tools and validation of interest
- Use projective questioning, reformulation and progressive validation
- Get people to verbalize their perceptions of the current situation based on the quantitative and qualitative data collected.
- Involving and engaging the customer sponsor
- Validate development challenges and wishes
Co-constructing the proposal and conducting workshop meetings
- Develop the structure of the proposal based on customer issues and our convictions
- Prepare and lead workshops to co-construct and validate the hypotheses adopted for the customized solution
- Draw up a costing and budget with the customer
- Involve the customer and the internal sponsor and facilitate. collective decision-making on the customer's side
Dealing with unexpressed obstacles and projecting future uses
- Identify and address potential obstacles
- Planning future uses and their implementation
- Organize the transition and future stages of customer use
- Position follow-up and ensure customer loyalty
- Define interaction modes to maintain the commercial relationship beyond the sales phase
- Identify new challenges and propose complementary services or products
2
After training
- Questionnaire for validating prior learning
- Professional role-play to validate the integration of the Consulting approach into the sales process
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 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
At least one year's commercial experience in sales or customer relations for standard products and services.
Have a project to develop in the sale of customized offers.
A placement questionnaire is sent out before the start of the course to assess the level of the trainee's skills.
Evaluation
Professional role-play on the integration of an advisory approach into the sales process, with oral presentation to the assessment panel.
Candidates are asked to prepare a slide show for oral presentation.
NUMEROUS TRAINING COURSES AVAILABLE
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In-depth training on the sales cycle, customer discovery and questioning techniques.
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How to improve B2B sales prospecting?
B2B sales prospecting is one of the most critical aspects of any business looking to increase sales. Unlike B2C sales, where sales cycles are often short, B2B sales involve longer cycles and complex decision-making processes. To improve your prospecting, it's essential to adopt a structured, methodical approach. This starts with clearly defining your target market through effective market segmentation. Identifying the companies most in need of your products or services is the first step in maximizing your prospecting efforts.
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Optimize the B2B sales cycle for rapid results
One of the major challenges in B2B sales is the length of the sales cycle. Optimizing this cycle is crucial to turning prospects into customers more quickly. To do this, it's essential to first understand the different stages of the B2B sales cycle: prospecting, lead qualification, presentation, negotiation and closing.
Our training course teaches you how to analyze each stage of the sales cycle to identify bottlenecks and overcome them. For example, if you find that the negotiation phase is taking too long, it may be worth reviewing your pricing strategy or training your teams in B2B sales negotiation. What's more, integrating an effective CRM into your B2B sales strategy can help you track and optimize every stage of the cycle, providing valuable information on prospect behavior and your teams' performance.
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A CRM (Customer Relationship Management) is an indispensable tool for any successful B2B sales strategy. It allows you to centralize all information relating to your prospects and customers, making it easier to manage commercial relationships. With a well-integrated CRM, you can track every interaction with a prospect, analyze the data to better understand their needs, and personalize your offers accordingly.
In addition to facilitating customer relationship management, a CRM can also optimize B2B sales prospecting. By automating certain tasks, such as lead follow-up and emailing, a CRM saves you time, allowing you to concentrate on the more strategic aspects of sales. Our training course guides you step-by-step through the integration of an effective CRM, showing you how to leverage this tool to improve your B2B marketing strategy and sales results.
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Market segmentation is another crucial aspect of B2B sales. To maximize your chances of success, it's important to segment your market according to relevant criteria, such as company size, sector of activity, or specific needs. Good segmentation enables you to target your prospecting efforts more effectively, and tailor your approach to the characteristics of each segment.
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Conclusion
B2B sales is a complex field requiring in-depth mastery of a wide range of skills, from sales prospecting and negotiation to CRM-based customer relationship management. Our training is designed to provide you with the tools and techniques you need to excel in this field. Whether you're looking to optimize your B2B sales cycle, improve your prospecting or succeed in your negotiations, this training will provide you with the answers and strategies you need to boost your performance and achieve your business objectives.
Join us for this B2B sales training course and transform the way you sell, aligning your actions with industry best practices and leveraging modern tools to maximize your effectiveness. Don't let any more opportunities slip through your fingers, and become a key player in your company's commercial development.
