GOALS

• Find new profitable customers

• Improve business margins

• Acquire new business tools to improve performance

• Win new customers more easily

 

PARTICIPANTS

• This course is aimed at all people whose role is to find new customers and primarily sales people.

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DURATION

to be defined according to the specific objectives of the company

PROGRAM (indicative, tailor-made adaptation)

 

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the technical bases of reflection on sale 

• Rapid strategic segmentation tool

• Cost leadership, upward differentiation, downward differentiation

• Reflection on the value brought in order to give commercial arguments

• Understand the articulation between marketing segmentation and strategic segmentation: Rapid strategic segmentation tool. Why technology should be ignored.

• The typology of competitive systems: an analysis tool to know how to react commercially with customers and how to position oneself in terms of differentiation

What is a good marketing operation or a good commercial operation?

• The simple rule that allows you to know if the commercial approach is good or not.

• focus on the margin

 

The typology of competitive systems

• The 4 main types of competition

• Solutions

 

Find the right arguments to convince ​

• Interesting prospects in less than 30 seconds: the elevator pitch technique

• Link with the SPIG technique

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The face-to-face SPIG sales technique

• The implicit need of the prospect

• The explicit need of the prospect

• Make customers realize they have a problem to solve

• The 4 steps of the SPIG to formulate questions that work

• Know how to formulate your offer based on the information collected, while avoiding customer objections

• How to use the SPIG analysis tool to prepare your sale?

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Sales storytelling

• Principle

• Link with the SPIG technique

• The structure of a sales story

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​The paradox of choice

• negative consequences

• Solutions

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The telephone: old weapon of war that opens up opportunities

• Why sales people had stopped prospecting on the phone
• Why you have to start prospecting on the phone again and with what objective
• Tips and tricks for effective telephone prospecting
• Prospect in the hard to find new customers
• Prospecting management: a multi-step process
• Monitoring of prospecting

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Technique to facilitate prospecting: social psychology techniques

• Technique of touch for physical appointments

• Alpha position for physical appointments

• priming technique and perseverance

• the artificial creation of freedom increases the power of conviction

• reciprocity effects

• sympathy effects

 

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