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
- Effective prospecting with a prospecting plan and call script
- Identify and use sales methods and techniques to structure and conduct effective sales meetings
- Identify the customer's challenges so that he perceives the added value of your offer
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.
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
In-depth training on the sales cycle, customer discovery and questioning techniques.
Training to make progress on the topics of the sales cycle, customer discovery, questioning techniques, managing objections and closing.
