Webinar

As you have no doubt noticed, customers are less and less available and more in control of their purchasing process.
Each of us must therefore develop our own techniques for successfully co-constructing with them in order to involve them in our products and services.

The key sales tool, Kestionnement, is a real asset! It enables you to set up a "consultative sales" mode with your customer, and thus create 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 styles

Every sales person is unique. Each has his or her own characteristics, strengths and areas for improvement. However, there are 4 main types of salesperson :

• The demonstrator, the relationship salesperson,
• The salesman, the hunting salesman,
• Consulting, i.e. the sales advisor,
• The coach, or sales challenger.
  
  

In order to move towards a " consultative sales " mode, it is then necessary for the salesperson to move towards the last two types of salesperson, without denying his or her natural profile. In fact, "consulting" and "coaching" salespeople are more focused on providing value. They strive to fully identify their customers' issues and problems, in order to offer the product and/or service with the highest added value over time. By adopting this " consultative sales " posture, salespeople help customers to step back and identify solutions with them.

Would you like to know what type of sales person 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 customer

To adopt a real coaching posture, you need to create a bond of mutual agreement between you and your customer. But how do you create this alliance?

One solution is to ask your customer questions to guide his thinking... What result do you expect from our exchange? What's most important today? How can I help you? In consultative selling, the aim is to validate an objective with your customer. 

To discover other keys to setting up a coach sales mode and adopting a coach posture, discover the replay of our Webinar!