Sales techniques

OBJECTIVES OF THE SEMINAR
  • Train commercial staff to proven sales techniques
  • Help them become more professional and efficient
  • Help them develop better listening skills, to build up a better argumentation, and to efficiently close the sale
  • Strenghten their capacity to convince
  • Teach them to better liaise with their client, and to establish a solid and durable relationship with them
  • Teach them to deal efficiently with any objection or complaint the client may advance
  • Help them to get better organised and to manage their time well
  • Mobilise their dynamics and develop enthusiasm for their profession
PROGRAM OF THE SEMINAR
  • Sales psychology
  • Efficient prospection
    • Etablishing a true prospection strategy
    • Setting up, organising and following-up on a prospection strategy
    • Useful tools to manage one’s prospection strategy
  • Techniques of setting up appointments
  • The vital phases of a sales meeting
  • Cold calling
    • The positive mental attitude
    • Importance of the first impression
    • Verbal and non-verbal communication
    • Pitfalls to avoid
  • Awakening interest and opening a dialogue
  • Analysis of the clients’ needs
    • The objective and subjective expectations of the client
    • Characteristics, motivations and decision criteria of the different profiles of clients :
      • The entrepreneur
      • The collegial
      • The analytical
      • The conservative
    • Techniques for better awareness of the customer’s profile
      • The art of asking the right questions
      • Active listening
      • Feedback
  • Argumentation
    • Arguments that work
    • Adapting one’s approach and one’s argumentation in function of the clients’ profile
    • Transforming characteristics into true advantages for the client
    • Priorities in the presentation of the arguments
    • Techniques of getting the prospect involved in the argumentation
    • Partial sales
  • Dealing with objections
    • The different kinds of objections
    • Responding to each of these objections
    • Traps to avoid
  • Closing techniques
    • When to close ?
    • Buying signals
    • How to close
    • Recovering a lost sale
  • Handling complaints
    • How to react to difficult situations
    • How to reduce a client’s agression
  • Developing customer faithfulness