See all training sessions on Concluding a Sale
Sales
Training in the fundamentals of sales
This training enables you to discover, practice, and master the six key stages of sales: an operational and immediately applicable method to develop your client portfolio, increase your turnover, and accelerate your sales cycle.
Objectives of training
- To construct your pitch to arouse interest.
- To identify needs and understand the issues facing the client/prospect.
- To translate your proposal into benefits for the client
- To use objections to convince.
- To master the stages to naturally conclude the sale.
- To practice during a sales interview
Who is it for?
This programme is aimed at B2B sales reps or technical sales reps wanting to develop the reflexes to accelerate their skills.
The soft skills covered
Self-confidence, communication, influence, service, adaptability, negotiation, results-oriented
Methods
Prerequisites: no specific prerequisites
Duration: 2 days – 14 hours
Length of access: to be defined together when the offer is validated
Training methods:
- Practice based
- Permanent Stop&Go coaching
- Role-playing and simulation exercises in each sequence
- Application to real cases and situations the trainees have experienced
Programme
1
Client expectations
New consumer
Types of clients and their expectations
Clients’ rights and responsibilities
In-store sales reps’ rights and responsibilities
Developing sales-gestures
The “meet and greet” reflex (smile, hello, goodbye, thanks)
Contact: eye contact, availability, hook phase or how to make the difference from the first few words
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
2
Developing sales-gestures: helping the client
Managing needs and expectations
Questioning techniques
Active listening and reformulating to understand
Advice: selling the use, the pleasure, the benefits
From the response-product to the personalised solution
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
3
Developing sales-gestures: getting people to engage and engaging yourself
Objections: listen, accept, address
The client’s buying signals
Conclusion: reassure and coach the client
Leaving: open up to a later contact. Knowing how to use point of sale information and promotions
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
4
Developing sales-gestures: additional sales
Know how to use special offers and promotions
Know how to advise on a complementary product which is essential for the initial product
Upselling: the same product but bigger and more expensive
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
Post-training evaluation quiz
Download the “The fundamentals of 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!
