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Commercial for TECHNICIANS AND ENGINEERS
non-commercial

GOALS

This training is aimed at companies that do not have a sales force strictly speaking but which need to develop commercially.

  • Find new profitable customers

  • Improve business margins

  • Know how to use new telephone prospecting tools to improve your performance

  • Win new customers more easily

 

PARTICIPANTS

  • This internship is for non-sales people who have a new mission to interact with customers and prospects.

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DURATION

to be defined to measure according to the precise objectives of the company, in general 3 days

Immediate training profitable

PROFITABILITY
SHORT TERM

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TRAINING PROGRAM

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BEHAVIOR IN COMMERCIAL

  • Have a commercial mind

  • The commercial missions

  • Map the different stages of the client/prospect relationship.

  • Learn how to introduce yourself to a prospect

  • Learn how to introduce yourself to a client

  • Know your offer and know how to talk about it

  • Use SEO to discover new prospects.

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VALUE CREATION AND PREPARATORY TECHNIQUES

3 preparatory techniques to understand the real behavior of your customers before selling

  • Rapid strategic segmentation technique (tool)

  • Knowing how to behave with the customer: how the type of competition influences the relationship customer  (Tool : the typology of competitive systems)

  • the simple definition of a good communication / good commercial action

  • the AViR workshop (Virtual Reality Analysis)

  • workshop/discussion

 

5 types of arguments to convince based on value

  • Knowing how to choose between the 5 major value creation strategies

  • Interesting prospects in less than 15 seconds: the elevator pitch technique

  • The specificity of the sale of services (only if your business sells services)

  • Influence of the notion of "mission" in sales

  • workshop/discussion

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2 methods to solve the paradox of choice

  • understand the paradox of choice

  • the negative effects of the paradox of choice

  • solving the paradox of choice

  • workshop/discussion

 

PROSPECTION SPEECH

Call duration: an endurance race

  • short calls no longer sell: impact of long calls

  • insert sales stories

  • combine with the "foot-in-mouth" technique to create a bond

  • Prospect without selling so as not to generate reactance

  • Hold motivation

  • THE "power poses": a criticized technique that can work

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The first 5 seconds with a brand new prospect

  • the only technique to take the prospect's time (artificial creation of freedom)

  • workshop/discussion

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5 to 15 seconds with a brand new prospect

  • 1 questioning technique "are you concerned by..." and its role as a "Situation" question

  • workshop/discussion

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After 35 seconds of discussion: 4 ESSENTIAL STEPS TO TELL A STORY THAT SELLS

  • the SPIG structure

  • the implicit need of the prospect

  • the explicit need of the prospect

  • the reptilian brain

  • sales stories

  • sales storytelling construction worksheet (tool)

  • workshop/discussion

 

After 20 minutes of discussion:  foot-in-mouth technique

  • foot-in-mouth topics allowed

  • taboo foot-in-mouth topics that can ruin a sale

  • workshop/discussion

 

MANAGE YOUR CUSTOMER PORTFOLIO 

  • What information is important to note in a contact form

  • Learn to create and manage a client file even without advanced software

  • Learning to follow prospecting 

  • Creation of a call sheet and permanent modification of this call sheet

  • use of CRM

 

 

USE OF BEHAVIORAL MANIPULATION TECHNIQUES: put prospects in the right frame of mind to facilitate the sale 

  • Use of psychological techniques that reduce resistance to purchase.

  • priming techniques

  • the artificial creation of freedom increases the power of conviction

  • labeling technique

  • reciprocity effects

  • sympathy effects

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