Adopting sales habits
- Discovering what a sales mindset really is under the surface.
- The jobs of sales.
- Mapping each step of the client/prospect relationship.
- Learning to introduce yourself and make a contact. What to do when introducing your company.
- Learning to introduce yourself to a client: How it's different from a prospect.
- Offering your client a meeting plan.
- Observing, listening, asking questions, and rephrasing.
- Decoding your client's behaviors: Posture, gestures, voice, gaze, facial expression.
- Knowing your products and how to talk about them.
- Using listings to discover new prospects.
Hands-on work
Presenting your company and what it can offer in one minute. Collective debriefing.
Overcoming your obstacles
- Discovering your "limiting beliefs" in your sales approach.
- Taking a step back to show good judgment and objectivity.
- Handling the most common objections.
- Overcoming your fears: What steps to take.
- Transmitting your enthusiasm: Liking your product and believing in it, using constructive language.
- Observing your counterpart's behavior.
- The iceberg effect: Conscious and subconscious.
Hands-on work
Handle a face-to-face situation and transmit positive emotions. Collective debriefing.
Discovering your counterparts' potential needs
- Mastering the art of asking questions during the meeting. Different types of questions.
- Asking questions during the discovery phase.
- Taking time to rephrase your counterpart's answers to verify and reassure them.
- Using centering, echoing, and summarizing when rephrasing.
- Learning to focus on your counterpart: Empathy and listening.
- Getting in sync with your counterpart, using the same language.
- Understanding different types of needs: Functional, rational, and psychological needs.
- Selecting ways to motivate the client: SONCAS.
- Discovering ways to improve the proposed product or service.
Hands-on work
Practicing meetings intended to discover needs. Collective debriefing.
Piquing your counterparts' interest
- Suggesting rather than confirming.
- Adopting the right posture to offer the products being sold.
- Finding a point of interest in the current situation.
- Parceling out information.
- Giving examples, drawing a picture with your words.
- Preparing for the next step, developing a transitional phase
- Stating your proposal.
Hands-on work
Practicing a face-to-face situation to pique a counterpart's interest. Collective debriefing.
Developing a pitch
- Building a pitch with the SONCAS tool.
- Making use of the identified needs.
- Developing arguments that match the expressed needs: Selective argumentation.
- Knowing how to highlight your solution's strengths.
- Not denying weaknesses and using them.
- Listening to and accepting the client's objections. Responding without acting aggressive.
- Knowing how to conclude the meeting. Noticing positive signs given off by your counterpart.
Hands-on work
Practicing pitches: Develop a pitch for a product or solution and then give two arguments from SONCAS based on the needs expressed. Collective debriefing.
Speaking to an audience
- Preparing the presentation's parts and preparing your materials.
- Learning to outline a sales presentation.
- Explaining the object, developing the content through description, announcing a plan, repeating the core message, concluding by summarizing.
- Making a presentation come alive. Stimulating the audience's attention.
- Understanding all types of psychological needs.
- Handling questions and contradictions.
- Making the question-and-answer phase effective and constructive.
Hands-on work
Give a presentation before an audience and manage its reactions. Collective debriefing.
2d
- 14h00 
