Sales techniques - level 1

- Adapting to the new expectations of B-to-B customers

- Acquiring sales techniques and tools

- Mastering the different stages of the sales interview

- Identifying and making the most of key moments in the interview process.

Identifying expectations, needs and new buying behaviours in B to B

- Modelling and adapting a sales strategy and process;

- Precise identification of the different stages of the process: chronology, pace, sequences,...

Identifying and locating targets: customers and prospects to obtain useful sales appointments

- target perimeters, ease of reaching them,

- precision of targeting: ambition vs realism,

- gathering useful information before the appointment (WEB, social networks, CRM,...),

- preparation for the face-to-face meeting: tools, resources, knowledge required to optimise it,

Contacting and initiating dialogue

- parameters for a positive and motivating initial contact ( the 4x20);

- building confidence, arousing interest, soliciting expression of need;

- creating interaction with the customer;

Listening to and understanding the customer's needs and expectations to adapt the offer and response(technique and good practice)

- discovering needs

- uncovering the customer's real motivations and expectations

- principles of active listening

- reformulation, note-taking, silence,...

- questioning ( the best attitude)

Situational training: "the best questions"

Convincing , arguing to decide the customer to buy

- presentation of hard-hitting arguments built on the customer's point of view;

- reiteration of the motivations expressed by the customer to win support;

- valuing the price;

- dealing flexibly with objections presented by the customer ( consideration, reformulation, importance given to the objection put forward by the customer)

Situational training: "arguments and objections"

Closing the sale and winning the order

- bringing the customer to the moment of decision

- identifying and seizing the right moment to close: green lights;

- not overselling;

- locking in the sale, bringing forward mutual commitments, announcing the next step, reassuring.

Situational exercises: practical cases covering the entire sales process

Consolidating the relationship and building customer loyalty

- following up after the sale

- customer satisfaction

- maintaining the link: communication pretexts to stay in the customer's "landscape"

• Certification of prior learning

• All audiences

Good oral and written language skills.

A taste for exchanging ideas, interacting and selling.

16 people

• Fully classroom-based training

• Group lessons

• Room equipped with networked computer workstations
• Unmarked room with video projector

Positioning upstream of entry to training.

Interviews, remediation with the educational referent and/or company referent during training.

Taking into account the satisfaction of beneficiaries during and at the end of training.

Possibility of post-training support.

For beneficiaries with disabilities: possible adaptation of training and certification methods, support by the GRETA-CFA TH referent.

EN-certified teachers, Bac +3 trainers with significant experience in adult education, professional lecturers

Possibility of validating one or more skill blocks

Contact us to register for a meeting.

Integration into employment

Access for people with disabilities

Success rate: XX%