Sales

OBJECTIVES:

• Learn to earn the client’s trust;
• Support the client throughout the decision process;
• Be prepared to sell the added value of your company;
• Develop convincing sales arguments;
• Address legitimate and foreseeable objections;
• Conclude sales as soon as the client shows signs of interest.

OBJECTIVES:

• Earn the prospective client’s trust;
• Prepare relevant interview questions to find out the client’s needs;
• Increase listening quality and understand the impact of active listening on your relationship with your client;
• Adopt appropriate behaviour when dealing with arrogant clients;
• Handle the client’s complaints tactfully.

OBJECTIVES:

• Earn your client’s trust through competence, honesty, enthusiasm and genuine interest;
• Better understand today’s client reactions and adjust your approach accordingly;
• Serve as an advisor to retail customers by using your knowledge of products and services to better meet their needs;
• Master the rules of persuasion.

OBJECTIVES:

• Use your strengths to generate interest in your potential client;
• Exploit your products and services’ added value when preparing relevant questions to ask your potential client;
• Anticipate the most common objections of potential clients;
• Carry out creative, rigorous follow-ups;
• Strategically plan your prospecting activities.

OBJECTIVES:

• Master the art of questioning to figure out your client’s concerns;
• Analyze and understand the diverse emotional and rational needs of your clients;
• Be prepared to match the client’s needs with the added value of your products and services instead of lowering the sales price;
• Identify strategies to overcome the most common foreseeable objections;
• Understand and decipher interest signals;
• Conclude sales as soon as the client shows signs of interest.

OBJECTIVES:

• Discover two negotiation approaches: the “zero-sum game” and cooperation;
• Understand the main cause of unsuccessful negotiations and learn to create “added value” to the transaction;
• Develop the skills to decode the person in front of you and adjust your attitude and arguments according to their social style;
• Be aware of the diverse emotional needs a human being experiences and their possible influence on behavior.

OBJECTIVES:

• Analyze cases where the client decided not to buy;
• Conduct a self-analysis of your actions and achieved outcomes;
• Meet a client’s emotional needs and adjust your sales approach in accordance with the decision-making process;
• Understand the expectations of a client based on his generation (X, Y, techno, baby-boomer, etc.);
• Develop an action plan specific to every client;
• Use what you learned to relaunch a case and prepare your intervention with this client.