Sell more and better in 6 steps:
Develop your commercial expertise
Objectives
Learning and consolidating the basics of the specific techniques of the job is essential to perfecting oneself and improve one’s commercial practices. Master sales and negotiation techniques, develop your sales to increase your turnover, make appointments with prospects and carry out a commercial interview, finalize the negotiation and conclude a sale.
Target group
Anyone whose objective is to develop their sales and retain their customers by telephone, through incoming and/or outgoing calls. This training is intended for future salespeople, experienced salespeople, business developers, technical salespeople, account managers, telephone advisers, etc.
Content and Modalities
- One day of in-person and/or remote training
- Individual or group training
- Video coaching of 320 minutes
- Audio coaching of 215 minutes
- 180 pages of theoretical material
- Practical case studies
- Role-playing and managing phone appointments
- Assessments of business cases
- Questionnaires
Training Programme
Phase 1: Preparation
- Implementation of essential tools
- Clearly defining your offer
- Organizing your commercial activity to sell better
- Organizing your commercial prospecting
Phase 2: Prospecting & Making a Phone Appointment
- Preparing for prospecting
- Telephone prospecting & making appointments
- Making commercial appointments: prospecting effectively
- Prospecting techniques
- Telephone prospecting
Phase 3: The Commercial Meeting
- Preparing for the interview
- The discovery phase
- Developing an argumentation
- Close the sale
- Determine the next steps
Phase 4: The Commercial Proposal
- Conclude by setting up an initial or special offer
- Proposal and quote
Phase 5: Relaunch and Negotiation
- Customer follow-up
- Preparing for the negotiation
- Handling objections
- Preparing your argumentation
Phase 6: Realization and Signature
- The basic rules to follow
- Identify the decision circuit
- Close the sale
