Did you know that 70% of corporate buyers prefer to avoid interactions with salespeople?

Digitalization has radically changed the buying process. Today, prospects conduct their research and make their purchases autonomously. To adapt to this reality, it's crucial for companies to rethink their sales strategy. Salespeople must adopt an attitude of advisor rather than simple salesperson.

Why is consultative selling essential?

When a customer hesitates or seeks information, consultative selling becomes essential. The role of the salesperson is to adopt a supportive approach. And yet, many salespeople find it difficult to take on this role, and are reluctant to let go of the famous "discovery of needs" and old-fashioned argumentation schemes.

On the agenda for this webinar:

How to establish a buying path : Tailor your approach to meet prospects' specific needs.
Elements of posture to adopt and beliefs to let go of for a consultative sales approach.
How do you develop a relationship of trust with your prospect?
Use sales consultant tools: Integrate consulting techniques into your sales approach.

To find out 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 underlines the growing importance of social networks in the decision-making process.

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

An essential platform for reaching your business targets, LinkedIn plays a central role in your social selling strategy, since more than 50% of B2B buyers seek information there.

*LinkedIn, 2022

Today, Sales Enablers and AI accelerate and automate social selling, enabling you to optimize your actions while saving time. However, uncontrolled use of these tools can lead to a lack of personalization, authenticity and impact on reaching your target.

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

This webinar will provide you with invaluable keys to the success of your social selling strategy on LinkedIn thanks to AI.

On the program, we'll guide you through each key stage of social selling with concrete examples of tools, their benefits and their risks:

Contact: Identify the ideal contact and build a core audience. 🎯
Context: Understand your target to create an adapted offer. 🔍
Content: Create and distribute content that is relevant to your audience. ✍🏻
Conversation : engage your target in a personal and direct way. 💬
Conversion: Turn your contacts into customers. 🚀

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

1. Homo Antiqus: Frozen 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 into the digital age, the modern salesperson is constantly connected and uses advanced tools to optimize efficiency.

On the agenda for this webinar:

We'll be talking about the synergy between marketing and sales excellence to increase interaction with prospects.
We'll be exploring Sales Enablers, the tools and technologies that are transforming the daily lives of salespeople.
We'll see how Artificial Intelligence can support key activities throughout the sales process.
We'll discuss how to move towards a sales-advice posture to guide the customer's buying journey.

Webinar program:

Preparing for prospecting: we'll discuss around best practices for using AI to create effective call scripts and personalize 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 minutes e-mails: how to automate the writing of minutes after appointments? ✍🏻
CRM fill automation: discover how AI can simplify and speed up the data entry process in your CRM, so you can focus on what really matters: sales and your customers! 💥

Webinar program

Master the methods for organizing and structuring your telephone prospecting. 💻
Prepare powerful call scripts and optimize each contact. 📞
Captivate your interlocutor with fast communication techniques. 🎯
Effectively manage your prospecting actions over time and measure them for tangible results. 📈

As a salesperson, juggling the time spent on individual tasks and customer exchanges is a daily challenge. It's imperative to determine what's really important in the short and long term.

As you know, the better you can keep track of your priorities over time, the more you'll achieve your goals.

Webinar program

How do you prioritize and arbitrate your actions? Shares proven techniques for setting priorities and making informed decisions.
How can you regain control of your sales targets? Get practical advice on how to take the drive towards your goals.
How can we combine short and long timescales? Discover strategies for effectively balancing your time management between immediate imperatives and longer-term goals.
How can automation tools become your allies? Discover powerful solutions to optimize your productivity.

Webinar

4 secrets for getting into "consultative selling" mode with your customers

Hosted by Fabien Comtet,

President of Kestio

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!

Today, sales professionals are facing a new commercial era, marked by the advent of new tools such asgenerative AI. According to a 2022 Gartner study on BtoB sales, almost half (49%) of salespeople feel overwhelmed by the diversity of technologies used in their daily work.

But that's not the only challenge: competition is growing, and increasingly sophisticated customers are demanding an approach that lives up to their expectations.

Get ready to reinvent your methods in this ever-changing commercial landscape.

Webinar program:

- Process and methodology: We'll explore commercial approaches to short-circuiting purchasing processes and speeding them up.
- Generative AI tools : Discover how to leverage artificial intelligence to improve sales practices on key milestones.
- 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 top-level sport: We'll share mental techniques from the world of top-level sport and how to apply them to excel in the business world.

FAQ

Does Google's latest algorithm identify texts written from Chat GPT (rather than simply copied as is)?

At present, no. In any case, nothing is specified on the subject.

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

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

Is it risky from a cybersecurity point of view 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 totally immune to security breaches. Sensitive information could be exposed in the event of a security breach.

Future Use of Data: The data provided can 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's no impact.

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

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

Is the content imported into ChatGP 4.0 moderated/controlled?

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

Are there any ways of countering Originality AI? In other words, how can you prevent Originality AI from detecting text created with ChatGPT?

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

What's the difference between GPT Chat and Bing?

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

With regard to intellectual property, does OPEN AI use the methodological tools used in the prompts?

Yes by default. However, in ChatGPT's 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, choose the Data controls tab, Uncheck the Chat history & training option.

Is Chat GPT V4 able to generate prospect lists based on what is requested?

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

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

Yes, there are several cases:

Knowledge Limits: ChatGPT is trained until a certain date (April 2023 for GPT-4), and has no updated information or knowledge after this period.

Misunderstanding Although ChatGPT is advanced, it can sometimes misinterpret a complex or ambiguous prompt. This can lead to answers that don't exactly match your question or expectation.

How can we obtain sources when we request information on market data, such as figures?

If you would like to know the basis on which a certain piece of information is given, you can ask ChatGPT to clarify how it came to a certain conclusion or what information it bases itself on.

Can Chat GPT perform statistical analyses?

ChatGPT is currently limited in its ability to perform statistical analysis.

Examples of prompts (used in a Chat GTP conversation)

Content creation

"As a copywriting expert, can you offer content (frequency 1 time per week) for 3 months on the following channels: LinkedIN post, email newsletter, blog article. The persona is the Human Resources Director of a major account, and he has 3 challenges: 1: Identify high-potential employees as early as possible in their teams.

2: Deploy a recruitment strategy that promotes inclusiveness and diversity

3: take each employee into account on an individual level".

Creating an editorial calendar

"Perfect. Can you formalize this in the form of a table with in line the channels (line 1: Linkedin post, line 2: newsletter, line 3: blog article) and in column the weeks. "

Writing an article

"Now, can you suggest a 2,000-word article on the theme you proposed "Inclusive Recruitment Strategies: Why and How?". using the inverted pyramid structure: Title, tagline, body of the article, a call to action."

Creating a pitch

"Can you describe my service offering in a few lines: a SaaS marketing budget management solution for Marketing Directors or Chief Marketing Officers of companies in the industrial sector with over 500 employees? These marketing directors or chief marketing officers are very performance, data and innovation oriented. They find it difficult to get their teams on board and federate around projects, and struggle to find operational proof of their strategy. "

Creating an email sequence

"As a marketing expert and copywriting specialist, can you sequence 4 emails on the AIDA framework (email 1: attract, email 2: arouse interest, email 3: desire and email 4: call to action) of my service offering, i.e. a SaaS marketing budget management solution for Marketing Directors or Chief Marketing Officers of companies in the industrial sector with more than 500 employees? These marketing directors or chief marketing officers are. "

FAQ Webinar

Does Google's latest algorithm identify texts written from Chat GPT (rather than simply copied as is)?