Stages of a sale and handling objections

The objectives:

Identify and master the fundamental stages of a successful sale,
Know how to identify the customer's needs,
Adopt a sales posture,
Know how to propose customized solutions to the customer's issues and problems,
Master the art of managing customer objections and resistance,
Know how to close sales effectively and maintain lasting relationships with customers.

Requisites:

Have selected prospects/customers to contact on the day of training.

For whom:

Anyone involved in a commercial relationship.

Evaluation:

Practical exercise during the training session.
Situational exercises.

Demystifying the sale

Pre-appointment anticipation
Knowing how to put yourself in the right conditions
The right posture

Succeeding in your first Contact

Create a positive first impression and establish a relationship of trust with the customer.
Use active listening techniques to understand the customer's specific needs.
Ask relevant questions to gather essential information about the customer.

Customer Needs Discovery

Analyze customer needs and motivations to propose appropriate solutions.
Use questioning techniques to deepen understanding of customer needs.
Identify customer pain points and transform them into sales opportunities.

Presenting Solutions

Mastering the art of rephrasing
Structuring a convincing presentation highlighting the strengths of your offer
Customizing the presentation to the customer's specific needs and adapting it

Handling Objections

Anticipating potential objections and preparing appropriate responses.
Transforming objections into sales opportunities
Promoting the advantages of proposed solutions.

Concluding the Sale

Tips to remember for closing a sale
Knowing how to propose alternatives or compromises
Manage the final negotiations and close the sale positively.