See all training sessions on Concluding a Sale
Sales
Adapting for better sales training
Boost your sales performance
This training will help you learn to decipher the behavioural needs of your prospects and identify their motivational triggers. The training is based on the Marston DISC® method: a tool for better understanding your client or prospect. Use this method to develop your flexibility for better sales.
Objectives of training
- To understand your sales technique
- To adapt to the needs of the client/prospective client at each stage of the sales process
- To be helpful during sales meeting
- To successfully convince and develop your performance
Who is it for?
This programme is aimed at sales reps who want to reinforce their client relations with a simple and fun method to facilitate sales.
The Soft Skills covered
Leadership, influence, service, flexibility, communication, adaptability, negotiation, results-orientation
Methods
Prerequisites: no specific prerequisites
Duration: 1 day – 7 hours
Length of access: to be defined together when the offer is validated
Teaching methods:
- Individual evaluations:
“My DISC® sales behaviour” - Practice based
- Fun learning workshops to encourage learning and memorisation
- Permanent Stop&Go coaching
- Exercises in groups and sub-groups
- Application to real cases and situations the trainees have experienced
Programme
1
The Marston DISC® model
The four behavioural profiles: Dominant, Influential, Stable, Conscientious
Strengths and weaknesses of the four behavioural tendencies
Analysis of the individual report “My sales behaviour: better understanding myself in order to adapt”
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
Analysis of the individual “My DISC® behaviour profile” reports
2
Identifying the needs of clients / prospects
Understanding the expectations of the four behavioural profiles in sales: needs, decision-making methods, relationship to time, source of stress.
Recognising the behavioural style preferred by my clients / prospects
Identifying the purchasing behaviour of each behavioural style
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
3
Adapting to the needs of the client/prospect
Discovering needs: DISC® training
Presenting your offer: DISC® training
Convincing and responding to objections: DISC® training
Influencing the purchase and concluding the sale: DISC® training
Intensive “4 colours” training: each stage of the sale is broken down into DISC® behaviours and training is adapted to the four profiles
Post-training evaluation quiz
Download the “Adapting for better sales” training sheet
All you need to combine commitment and impact is contained in our MLS® My Learning Store training programmes
Customisable programme
You can build your own training programme based on modules prepared by our training teams and soft skills experts.
Flexible methods
100% in-person? A mix of in-person and e-learning? The choice is yours depending on your needs and constraints
Short formats
Two days, one day, or half a day depending on the constraints of your agenda. Short learning modules which reflect trainees’ attention spans!
Interactive approach
Practice and discussion are at the heart of our training: quizzes, games, role-playing, and more.
Contextualisation
Our training sessions are PowerPoint® free zones! Lessons are communicated through real life situations the trainees face.
Impact
Trainees are engaged and their skills increase!
