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.
DISCOVER OUR TRAINING
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 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
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
After 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.
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
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.
Candidates are asked to prepare a slide show for oral presentation.
NUMEROUS TRAINING COURSES AVAILABLE
Discover also
In-depth training on the sales cycle, customer discovery and questioning techniques.
Training to help you better structure your sales meetings and identify your customers' issues to increase your conversion rate.
