Réf. C18ANGSALESTECH

Durée : 2 days (14 hours)

Tarif : 1340 HT (déjeuners offerts)

  • Nouveau

Lieu : Paris

Prochaine session : 22 et 23 mai 2018 à Paris

Formation sur mesure

Nous pouvons adapter
cette formation pour votre entreprise.

Complétez notre formulaire
de demande en ligne

ou contactez-nous au 01 43 72 64 00

Vente et négociation

Sales techniques

How to improve your success in your sales career

objectifs

  • Manage all the phases of the sales cycle.
  • Integrate the dynamic of each meeting.
  • Practice active listening.
  • Prepare persuasive arguments.
  • Handle objections.
  • Practice with your personal power of persuasion.
  • Analyse your strengths and the progress in your negotiation.
  • Set benchmarks of progress.

Compétences métier

At the end of the training course, you will be able to manage all the phases of the sales cycle.

Programme

Prepare the meeting : setting objectives

  • Analyse information before the client meeting.
  • Define objectives both personal and collective to make sure they are measurable, attainable and realistic.
  • Mental and physical preparation.

 

Making contact

  • First impressions.
  • The smile, handshake, voice, attitude…
  • Natural attitudes.

 

Beginning the meeting

  • Three attitudes in the meeting.
  • How to help along the meeting into a dialoguemode?
  • Reading and managing the clients openness.

 

Discovery stage

  • Technical and psychological needs.
  • Observing and letting them speak.
  • Using open or closed ended questions.
  • Notice their body language and smile.
  • Talk, have them talk, listen and move your case forward.
  • Show interest for their needs.

 

Active listening

  • Do not interrupt.
  • Use silence.
  • Question and refomulate what they are saying. 

 

Prepare your case

  • Choose arguments that correspond with what you have learned in the initial active listeningphase.
  • How to structure your arguments related to who you are pitching to?
  • Analyse how strong your arguments are.
  • Know how to formulate clients benefits for their own products or services. 

 

Turn objections into convincing statements

  • Different types of objections.
  • Attitudes to use in face of objections.
  • Response techniques to objections.
  • Be assertive, open and take responsibility. 

 

Conclusion

  • Learn to detect buying signals.
  • Choosing the right closing.
  • Structuring the closing.

pour qui ?

  • Junior sales people.

Prérequis

English B1 (Intermediate English) : can understand the main points of clear standard input on familiar matters regularly encountered in work, leisure, etc. 

pédagogie & bénéfices

  • Simulation exercises.
  • Role playing with concrete examples.
  • Theory.
  • Personal experience of each group member.

dates

Formation sur mesure

Nous pouvons adapter
cette formation pour votre entreprise.

Complétez notre formulaire
de demande en ligne

ou contactez-nous au 01 43 72 64 00

Les Sessions ISM près de chez vous

Bordeaux, Lyon, Nantes

Formations sur Mesure

Des professionnels vous répondent pour analyser vos attentes, pour vous conseiller et vous orienter.

Catalogues 2018