TRAINING PROGRAM

 

3 PREPARATORY TECHNIQUES FOR 5 MODES OF VALUE CREATION  

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

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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)

• 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

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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

 

15 to 35 seconds with a prospect

• Elevator pitch technique

• 4 steps to follow in the elevator pitch

• 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

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USE OF PSYCHOLOGICAL TECHNIQUES which 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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CRM - Manage and track prospecting over time: a multi-step process

• What information is important to note in a contact form

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

• specifications for a CRM

• workshop/discussion

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AUTOMATIONS 

The purpose and limits of automation in B2B

Lead management automations via LinkedIn

• LinkedIn Automation

• automation strategies

• the philosophy of automation scenarios in LinkedIn​

• the scenarios to avoid because they are not very aggressive

• the use of LinkedIn data when the automation does not yield a result for a given contact

• workshop/discussion

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Lead management automation via commercial mailing

• the sole purpose of the commercial mailing

• the philosophy of commercial mailing

• the format

• appointment booking automation

• workshop/discussion

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Inbound marketing 

• inbound: basically a content marketing strategy

• inbound is a secondary issue for non-otaku products

• the pitfalls of inbound marketing

• workshop/discussion

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