Develop your strategic sales
Develop your strategic sales
The training allows you to understand the stakes of a good strategy in order to sell effectively.
Validated skills:
- Develop its business and consolidate its positions with key customers.
- Increase the likelihood of a successful conclusion to important deals.
- Understand and master the complex purchasing decision processes.
- Optimize the use of sales time and the qualification of the customer portfolio.
- Acquire individual and collective best practices to master strategic sales.
- Determine throughout the sales process the best actions to take.
Results
Optimization of sales tools and their application to important customers
Know how to use a strategic analysis to identify obstacles and improve the action plan
Using an effective negotiating position
To make the best sale possible thanks to an appreciable position for the salesman in order to increase his impact with the customer
Improvement of the Company/Customer relationship
Develop a relationship of trust through customer management
Contents
Chapter 1 - Understanding the Strategic Process
Chapter 2 - Becoming aware of your sales approach during a complex sale
Chapter 3 - Making the most of your client portfolio
Chapter 4 - Determining Priority Sales and Negotiation Objectives
Chapter 5 - Avoiding Unbalanced and Unproductive Relationships with Clients
Chapter 6 - Using the Win/Win Matrix in Negotiations
Chapter 7 - Defining and Using the Four Players in Complex Selling
Chapter 8 - Best Practices in Strategic Analysis
Chapter 9 - Identifying Barriers and Solutions
Chapter 10 - Best practices to increase impact with the final decision maker
Chapter 11 - Updating Strategic Action Plans
Chapter 12 - Adapting Good Practices to Client Characteristics
Prerequisites
Target audience and prerequisites: Sales representatives
How to access: contact us by phone or via the contact form, an interview will be carried out with one of our advisors during your registration to validate that the training is adapted to your needs. Following the interview, we will decide on the training dates.
Our clients testify
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Explore the needs
Key phase of the appointment. Ask questions to analyze needs.
Identify the best targets
Identify the best targets to make targeting more effective. Discover the example of facebook, and the identification of targets.
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DISABILITY
Accessibility for people with disabilities: online or in-person PMR accessible program. Call us so that we can orient you according to your handicap situation.
Olivier Jacob, disability consultant: 0147203146 - contact@ineaconseil.fr
Learn in a fun way with film clips
Argumentation- Remotivation - Sunday Hell
Three excerpts are particularly noteworthy because each corresponds to a training promise. The three sequences in question therefore illustrate the following themes: team mobilization, management of divas, and encouraging team spirit before an important match.
Making a good sales pitch Tin Men
This comedy is inevitably close to caricature. Obviously, it does not lack scenes where we see our salesmen in action. The one that follows can give ideas to develop original and effective hooks.
Persistence to get an appointment - Wall Street
Getting past the assistant's roadblock: one of the first hurdles anyone faces when trying to prospect! In this first excerpt, Bud is confronted with it and brilliantly demonstrates how to get around the obstacle!
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