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BtoB Sales

This certification responds to the strong need for sales skills to support the development of companies in the context of digital transition and the evolution of professions. It validates commercial and negotiation skills in the context of sales to companies: prospecting for new customers, sales talks, organizing one's commercial activity and selling to key accounts for a non-sales audience. It also includes a remote sales dimension through the use of social selling and new communication tools.

Download the training sheet

Chapter 1 - The importance of the salesperson
Chapter 2 - Successful prospecting
Chapter 3 - Making a Successful Client Appointment
Chapter 4 - Maintaining the customer relationship
Chapter 5 - Using Digital Tools
Chapter 6 - Selling to key accounts
Chapter 7 - Negotiating successfully
Chapter 8 - Dealing with difficult situations
Chapter 9 - Developing your offer and marketing
Chapter 10 - Adapting to the customer's personality

Results

Develop new contacts
Learn the best prospecting techniques used by large groups. In the digital age, save time by using social networks while maintaining your real networks

Become the trusted partner of your clients
You will learn the most modern influence techniques to put them at the service of the commercial conversation. Learn how to maintain a long-term relationship of trust, and keep your customers for life

Increase your sales
Thanks to our expert techniques, finally get results. Optimize your time, develop your networks, multiply your client meetings and increase your turnover

Evaluation of the participants (NPS = Net Promoter Score):

Very positive assessment rate (Very Good-Excellent / >4/5): 87.5%.
NPS : 43

Validated skills

Validated Skills:
Communicate with prospects through multiple channels to obtain appointments using prospecting methods in the digital age
Conduct structured sales interviews based on the needs, personality of the client and his or her disability situation in order to close the sale effectively.

Write a strategic customer analysis document to plan different actions with multiple contacts and adapt your offer using the key account analysis method.
Speak in public during client presentations or in group presentations in order to convince of the relevance of one's offer, start an assignment or sell a service or product.

Negotiate the contours of your offer with your client to achieve a win-win result by taking into account the client's expectations and psychology as well as the power plays between the various parties.
Structure your activities and files to be more efficient in reaching your commercial objectives by using time management methods and digital tools.

Communicate with high-level contacts at the customer's site in order to develop proximity and trust in order to improve its transformation rate by promoting a posture of equality and high value-added communication

Certification

The training leads to the certification:
"BtoB Sales (CP-FFP)." This certification is intended for people who have a non-sales function in a company, and who are required to participate in sales development actions (consultants, experts, engineers...).

It validates commercial and negotiation skills in the context of selling to companies: prospecting for new customers, sales talks, organizing one's commercial activity and selling to major accounts for a non-commercial audience. It also includes a remote sales dimension through the use of social selling and new communication tools.

More information on the certification here: France Compétences

Prerequisites

Target audience and pre-requisites: this certification course is intended for people who have a non-sales function in a company and who are required to participate in sales development activities (consultants, experts, engineers, etc.).

An interview will be conducted with one of our consultants when you register to ensure that the training is adapted to your needs.

Our guarantees
quality

Our team
of coaches

Our clients testify

Managing emotions

Listen to our podcasts now

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

Helping your partner find his or her potential for success - The Legend of Bagger Vance

Lesson on "finding your authentic swing" and presentation of the coach plus 2nd excerpt, on the Field: coaching

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.