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.
Contact us for a proposal tailored to your needs.
Content
- 5 video sessions of 2 hours or 2 days in person
- 3 hours via e-learning modules before each session
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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