Making an appointment with a decision-maker
- Structuring an active referral: getting a referral.
- Identifying why the other person would want to meet with you.
- Communicate that benefit to him or her enthusiastically.
Hands-on work
Workshop: Identify the people in your portfolio from whom you can obtain a recommendation.
Gaining trust in the first few minutes
- Better understanding the customer and building trust: 4x20 rule.
- Using the four vectors of communication: voice, posture, gaze, physical presence.
- The importance of non-verbal communication.
- Addressing a defensive, reserved attitude.
Role-playing
Workshop: Sales pitch. Present your company in one minute (filmed and analyzed).
Identifying the needs and motivations for a purchase
- Discovering the client's strategies: objectives, constraints, issues.
- Identify the influence network.
- Setting sales priorities based on the buyer's objectives.
- Determining your contact's motivations.
- Use discovery tools: Questions, empathy, active listening, rephrasing.
- Identify your contact's communication style and adapt to it.
Role-playing
Workshop: Apply discovery tools in a brief contact setting. Group debriefing.
Honing your argument
- Choose arguments based on information collected in the discovery phase.
- Build and structure your argument.
- Know how to communicate in terms of client benefits.
- Selling by proof.
- Stand apart from the competition.
- The three price presentation techniques.
Role-playing
Workshop: Presenting the solution directly related to the needs identified during the discovery phase.
Addressing objections
- Attitudes to adopt in face of objections.
- Three key steps to addressing objections.
- Addressing techniques.
Role-playing
Workshop: practical training on the most frequent objections.
Get the customer's commitment
- Detecting buying signals.
- Choosing the right way to seal the deal.
- Capitalizing on knowledge: Readout of the interview.
- Mastering loyalty strategies to make each customer an ambassador.
Role-playing
Workshop: recognize buying signals and warning signals. Effectively concluding the sales meeting. Writing the readout.
2d
- 14h00 
