Develop consulting techniques applied to
B TO B SALE
This training course will enable you to acquire solid skills and knowledge on the subjects of the sales cycle, customer discovery and questioning techniques,winning arguments, managing objections and closing.
DISCOVER OUR TRAINING
Objectives
- Interact with the target person over the phone or on social networks, proposing a specific diagnostic or inventory approach
- Generate interest in the target person to obtain an appointment in "advice" mode, based on an interview script.
- Conduct a "Consultancy" sales meeting using dialogue tools and adopting the right posture
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
Prepare and frame the sales meeting
- Preparing the sales meeting
- Framing the interview with the OPA
- Launch the Elevator Pitch interview
Practical activities :
- Complete your checklist of sales meeting preparation steps
Qualify customers and identify potential projects
- Dialogue cards Level 1
- Questioning themes
- Structuring your sales pitch
Practical activities :
- Complete the "Dialogue tools" canvas with concrete examples
- Create a register of questions by theme adapted to your context
Generate customer interest and add value to your offer
- Dialogue cards Level 2
- SPIN questioning structure
- Selling value
Practical activities :
- Complete the valuation grid for your products
Engage the customer and close the sale
- 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
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