Did you know that 70% of business buyers prefer to avoid interactions with sales representatives?

With digitalization, the buying journey has radically changed. Today, prospects conduct their research and make their purchases independently. To adapt to this reality, it is crucial for companies to rethink their sales strategy. Salespeople must then adopt an advisory attitude rather than simply being salespeople.

Why is consultative selling essential?

When a client hesitates or seeks information, consultative selling becomes essential. The salesperson's role is to adopt a supportive approach. Yet, many salespeople struggle to position themselves in this role and are reluctant to abandon the famous "needs discovery" and the old patterns of argumentation.

On the agenda for this webinar:

The method for establishing a purchase journey: Adapt your approach to meet the specific needs of prospects.
The elements of posture to adopt and the beliefs to let go of for a sales consulting approach.
How to develop a relationship of trust with the prospect?
Use the sales consultant's tools: Integrate consulting techniques into your sales approach.

To learn more about consulting techniques applied to sales, download our training brochure to discover the program.

Did you know that 84% of decision-makers use social networks to make purchasing decisions? *

This statistic highlights the growing importance of social networks in the decision-making process.

In BtoB, using social networks to identify, interact with, and better understand your prospects is now essential to optimize your prospecting.

LinkedIn plays a central role in your social selling strategy as the go-to platform for reaching your professional targets, with over 50% of B2B buyers searching for information there.

*LinkedIn, 2022

Today, Sales Enablers and AI accelerate and automate social selling, which optimizes your actions while saving time. However, uncontrolled use of these tools can lead to a lack of personalization and authenticity, impacting your ability to reach your target audience.

So, if you too want to develop your network on LinkedIn and obtain qualified leads to convert them into customers, but you don't know where to start or which tools to use, don't miss our dedicated webinar.

This webinar will provide you with valuable keys to successfully implement your social selling strategy on LinkedIn using AI.

In this program, we'll guide you through each key stage of social selling, providing concrete examples of tools, their benefits, and their risks:

Contact: Identify the ideal contact and build a core audience. 🎯
Context: Understand your target audience to create a tailored offer. 🔍
Content: Create and share relevant content for your audience. ✍🏻
Conversation: Engage your target audience in a personal and direct manner. 💬
Conversion: Turn your contacts into customers. 🚀

In today's commercial landscape, two profiles stand out:

1.Homo Antiqus : Stuck in the traditional methods of the 90s, this professional prefers a solitary approach and often encounters difficulties in a competitive market.

2. Homo Augmentatus : Born in the digital age, this modern salesperson is constantly connected and uses advanced tools to optimize their efficiency.

On the agenda for this webinar:

We will discuss the synergy between marketing and commercial excellence to increase interactions with prospects.
We will explore Sales Enablers, the tools and technologies that transform the daily lives of salespeople.
We will explore how Artificial Intelligence can support key activities throughout the sales process.
We will discuss the evolution towards a sales-consulting posture to guide the customer's purchasing journey.

Webinar program:

Prepare your prospecting: we will discuss best practices for using AI in creating effective call scripts and personalizing approaches. 🔍
Optimize note-taking : discover how AI can help you efficiently capture key information during your interactions with prospects. 📝
Sales method analysis : AI can be used to analyze sales performance and provide valuable feedback to improve results. 💡
Writing report emails: how to automate the writing of reports after meetings? ✍🏻
CRM auto-filling: discover how AI can simplify and accelerate the process of entering data into your CRM, so you can focus on what really matters: sales and your customers! 💥

Webinar program

Master the methods to organize and structure your telephone prospecting. 💻
Prepare impactful call scripts and optimize each contact. 📞
Captivate your interlocutor with rapid communication techniques. 🎯
Effectively manage your prospecting activities over time and measure them for tangible results. 📈

As a salesperson, juggling time spent on individual tasks and interactions with clients is a daily challenge. It is imperative to determine what is truly important in the short and long term.

As you know, the better you manage to follow your priorities over time, the more you achieve your goals.

Webinar program

How to prioritize and arbitrate your actions? Sharing proven techniques for prioritizing and making informed decisions.
How to regain control of your sales target? Get practical advice to take control of your objectives.
How to combine short-term and long-term strategies? Explore strategies for effectively balancing your time management between immediate needs and longer-term objectives.
How can automation tools become your allies? Discover powerful solutions to optimize your productivity.

Webinar

4 secrets to switch to "consultative selling" mode with your customers

Hosted by Fabien Comtet,

President of KESTIO

As you've probably noticed, customers are less and less available and more in control of their purchasing process.
Each of us must then develop our techniques to succeed in co-creating with them in order to involve them around our products and services.

The major sales tool, Questioning, is a real asset! It allows you to establish a "consultative selling" approach with your client and thus provoke real awareness.

Join our President Fabien Comtet in the second part of our Webinar saga "The Art of Kestioning". He'll reveal 4 secrets for mastering Kestioning techniques, used by dialogue and coaching professionals but still too little known by salespeople!

The 4 sales representative styles

Each salesperson is unique, possessing their own characteristics, strengths, and areas for improvement. However, 4 main types of salespeople can be distinguished:

The demonstrator, or the relational salesperson,
The seller, or the hunter salesperson,
The advisor, or the consultative salesperson,
The coach, or the challenger salesperson.

To move towards a « consultative selling » mode, it is then necessary for the salesperson to move towards the last two types of salespeople, without denying their natural profile. Indeed, the "consultant" and "coach" salespeople are more oriented towards the value provided. They focus on fully identifying the challenges and problems of their clients in order to offer the product and/or service with the highest added value over time. By adopting this « consultative selling » posture, the salesperson then helps the client to step back and identify solutions with them.

Want to know which type of salesperson you are? Take advantage of an exclusive discount on our individual sales assessment with the code WEBINAR50 and discover your profile! To take advantage of the discount, click here.

Consultative selling: creating an alliance with your client

To truly adopt a coaching stance, it's essential to establish a common ground of understanding between you and your client. But how do you create this alliance?

One solution is to question your client to guide them in their thinking... What result do you expect from our exchange? What is most important today? How can I help you? In consultative selling, the goal is to validate an objective with your client.

To discover other keys to implementing a sales coaching approach and adopting a coaching posture, check out the replay of our Webinar!

Today, sales professionals face a new commercial era marked by the advent of new tools such as generative AI. According to a 2022 Gartner study on B2B sales, nearly half (49%) of salespeople feel overwhelmed by the variety of technologies used in their daily work.

However, that's not the only challenge: competition is increasing, and customers, who are more informed, demand an approach that meets their expectations.

Prepare to reinvent your methods in this constantly evolving business landscape.

Webinar program:

- Process and methodology: We will explore sales approaches to bypass purchasing processes and accelerate sales.
- Generative AI tools: Discover how to leverage artificial intelligence to improve sales practices at key stages.
- Synergy between Marketing and Sales: Identify how to evolve the collaboration between marketing and sales to create a powerful synergy.
- Techniques from the world of high-level sports: We will share mental techniques from the world of high-level sports and how to apply them to excel in the commercial field.

FAQ

In its latest algorithm, does Google detect texts written from Chat GPT (rather than simply copied as is)?

Currently, there are no specific guidelines on this matter.

Does Chat GPT search for information online, or does it have a database?

Both are possible. You can indeed import elements (in different formats) into chatgpt for it to use.

Is it risky from a cybersecurity perspective to transmit sensitive information in a prompt?

Yes, there is a risk in transmitting sensitive information in a prompt when using ChatGPT or any other online artificial intelligence service. Lack of Confidentiality: The information you share may be stored on servers and potentially accessible to developers, maintenance teams, or automated systems.

Security Risks: No system is completely immune to security vulnerabilities. Sensitive information could be exposed in the event of a security breach.

Future Use of Data: The data provided may be used to train and improve AI models.

Where do all the documents "entrusted" to chat GPT go?

The documents and information you provide to ChatGPT are processed by the OpenAI system in order to respond to your requests.

Does the language used for the questions matter?

No, there is no impact.

Is it possible to link a specific website to help create content, using only that source?

No, ChatGPT cannot be directly connected to a specific website to generate content solely from that source. Currently, the ChatGPT model operates independently, without direct access to external websites or specific databases to retrieve or integrate information in real-time.

Is the content uploaded into ChatGPT 4.0 moderated or controlled?

Yes, the content imported into ChatGPT 4.0, including images and textual data, is subject to some form of moderation and control. This is done to ensure compliance with the policies and guidelines established by OpenAI, particularly regarding security, privacy, and ethics.

Are there methods to counter Originality AI? In other words, how can you prevent Originality AI from detecting text created using ChatGPT?

The most direct way to "counter" a tool like Originality AI would be to add a significant human touch to the content generated by AI. This involves not only revising the text to make it more personal or unique but also integrating perspectives, analyses, or original ideas that are clearly human.

What is the difference between Chat GPT and Bing?

This link will help you understand the difference: https://gptfrance.ai/bing-chat-vs-chatgpt-analyse-des-differences/

Regarding intellectual property, does OPEN AI use the methodological tools used in prompts?

Yes, by default. However, in the ChatGPT interface, click on the three-dot menu at the bottom left of your screen, next to the username, then choose Settings. In the window that appears, select the Data controls tab and uncheck the Chat history & training option.

Is Chat GPT V4 capable of generating lists of prospects based on what you ask it?

ChatGPT, including version 4, is not designed to generate prospect lists or perform specific data collection tasks from external sources.

Are there situations where Chat GPT can be disappointing despite the quality of the prompt?

Yes, there are several cases:

Knowledge Limitations: ChatGPT is trained up to a certain date (April 2023 for GPT-4) and does not have information or knowledge updated after this period.

Erroneous Comprehension: Although advanced, ChatGPT can sometimes misinterpret a complex or ambiguous prompt. This can lead to responses that do not exactly answer your question or meet your expectations.

How can you obtain the sources when requesting information on market data, such as figures?

If you want to know the basis on which certain information is given, you can ask ChatGPT to clarify how it arrived at a certain conclusion or on what information it is based.

Can Chat GPT perform statistical analyses?

ChatGPT is currently limited in performing statistical analyses.

Examples of prompts (used in a conversation with Chat GTP)

Content creation

” As a copywriting expert, could you suggest content (frequency: once a week) for 3 months on the following channels: LinkedIN post, email newsletter, blog article. The persona is the Human Resources Director of major accounts, and they have 3 challenges: 1: Identifying high potentials as early as possible within teams

2: Deploy a recruitment strategy that promotes inclusivity and diversity

3 : consider each employee on an individual scale

Creation of an editorial calendar

” Perfect. Can you formalize this in the form of a table with the channels in rows (row 1: LinkedIn post, row 2: newsletter, row 3: blog article) and the weeks in columns. “

Writing an article

“Now, can you suggest a 2000-word article on the topic you proposed, “Inclusive Recruitment Strategies: Why and How?” using the inverted pyramid structure: Title, hook, body of the article, a call to action”

Creation of a pitch

” Can you construct a brief pitch for my service offering, which is a SaaS solution for managing marketing budgets aimed at Marketing Directors or Chief Marketing Officers in industrial companies with over 500 employees? These Marketing Directors or Chief Marketing Officers are very focused on performance, data, and innovation. They struggle to engage and unite their teams around projects and find it difficult to find operational proof of their strategy. “

Creation of an email sequence

“As a marketing expert and copywriting specialist, can you create a sequence of 4 emails based on the AIDA framework (email 1: attract, email 2: generate interest, email 3: desire, and email 4: call to action) for my service offering, which is a SaaS solution for managing the marketing budget, targeted at Marketing Directors or Chief Marketing Officers in companies in the industrial sector with over 500 employees? These marketing directors or chief marketing officers are...”

FAQ Webinar

In its latest algorithm, does Google detect texts written from Chat GPT (rather than simply copied as is)?