Developing your commercial skills

We'll guide you in perfecting your sales pitch, with a focus on building a solid sales argument, managing objections and optimizing your sales interviews, in order to increase your sales performance.

The objectives:

Understand the challenges of active listening in a B to B relationship
Structure your negotiation
Anticipate and respond effectively to prospect objections
Identify buying motivations to adapt the sales pitch and respond precisely to prospects' needs
Know your company's competitive advantages and know how to put them forward to differentiate your offer during negotiations.

Requisites:

None.

For whom:

This course is designed for technical sales representatives and account managers wishing to perfect their sales skills

Methods used:

Evaluation:

Assessment of skills acquired during training via a questionnaire and role-playing exercises.

Access time:

From the first registrant, training can be provided within 1 month of signing the agreement.

Accessibility:

This course is accessible to people with reduced mobility. For any other situation, please contact us to study the possibilities of adapting the training.

The fundamentals of sales and active listening

The challenges of active listening in sales: understanding the importance of listening to establish a relationship of trust and collaboration with your prospects.
Differences between passive and active listening, and how this impacts the quality of your exchanges.
Cognitive biases to avoid for truly objective listening.

Effectively preparing your sales pitch

Essential elements for preparing for a negotiation: prospect analysis, objectives to be achieved, etc.
The importance of discovering needs: how to use listening and empathy to better understand the prospect's expectations.
Anticipating and managing objections to better convince

Identifying buying motivations to personalize your approach

Understand prospects' buying motivators and how to identify them through targeted questions.
Adjust your pitch to better meet the specific needs and motivations of your interlocutors.
The keys to tailoring your approach to each prospect's situation.

Valuing your competitive advantages to stand out in negotiations

Identify your company's competitive advantages: what sets you apart in the market (product/service quality, customer service, expertise, innovation, etc.)?
How to integrate your competitive advantages into your sales pitch: how to present them convincingly and in a way that is relevant to the prospect's needs.
Responding to the competition: how to handle comparisons and be confident in your proposition.