Developing consulting techniques applied to
B2B SALES
This training will enable you to acquire solid skills and knowledge on the subjects of sales cycle, customer discovery and questioning techniques, persuasive argumentation, objection handling, and closing.
DISCOVER OUR TRAINING
Objectives
- Conduct interactions with the target person by telephone or on social networks by offering the specific diagnostic or assessment approach
- Generate interest in the target person to obtain a "consultative" appointment, based on an interview script
- Conduct a "Consulting" sales interview using dialogue tools and adopting the appropriate posture
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.
Customer reviews*
4.1/5 (2458 reviews)
Success rate*
100%
* These indicators are updated each year using consolidated data from previous years.
Source of indicators: List of trained learners/knowledge validation quiz/training evaluation
Last updated figures: 15/05/2024
Program
Training schedule
The evolution of the sales cycle and the phases of the sale
- Identify good (and bad) sales practices.
- Choosing which sales profile to adopt for each client
- Optimize your sales cycle
Practical activities:
- Complete the self-assessment of your sales practice
- Calculate pipeline increase
Prepare and structure the sales meeting
- Prepare the sales meeting
- Framing the interview using the OPA (Objectives, People, Agenda) method
- Start the meeting with the Elevator Pitch.
Practical activities:
- Complete your checklist of preparation steps for a sales meeting
Qualify your client and identify potential projects
- Dialogue Maps Level 1
- Questioning topics
- Structure your sales pitch
Practical activities:
- Complete the 'Dialogue Tools' template with concrete examples
- Create a register of questions by theme adapted to its context
Generate customer interest and enhance your offer's value
- Dialogue Maps Level 2
- SPIN Questioning Structure
- Value selling
Practical activities:
- Complete the value assessment grid for your products
Engage the customer and close the sale
- Handle customer resistance with the CRAC method
- Closing the Sale
- The Absolutely Perfect Interview
After the training
- Knowledge validation questionnaire
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, business developers, technical sales representatives, consultants, sales managers.
All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.
Prerequisites
A positioning questionnaire is sent before the start of the training to assess the level before entering the training.
Evaluation
At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.
The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).
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