TRAINING PROGRAM

 

3 PREPARATORY TECHNIQUES  

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

• Quick strategic segmentation technique (Tool)

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

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

• workshop/discussion

• workshop/discussion

 

5 types of arguments to convince according to value

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

• Engaging prospects in less than 15 seconds: the elevetor pitch techniquees (only if your company sells services)

• workshop/discussion

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2 methods to solve the paradox of choice that impairs the sales

• understanding the paradox of choice

• the negative effects of the choice paradox

• resolving the choice paradox

• workshop/discussion

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THE PROSPECTING SPEECH

Call duration: an endurance race

• Call duration: an endurance race

• short calls don't sell anymore: impact of long calls

• inserting sales stories

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

• Prospecting without selling to avoid generating leads

• Maintaining motivation

• power poses: a criticized technique 

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The first 5 seconds with a brand new prospect

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

• workshop/discussion

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Seconds 5 to 15 with a brand new prospect

• the "are you concerned about..." question and its role as a "Situation" question to qualify

• workshop/discussion

 

Seconds 15 to 55  with a new prospect

• Elevator pitch construction technique

• 4 steps to follow in the elevator pitch : the SPIN Structure

• workshop/discussion

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

• the prospect's implicit need

• the prospect's explicit need

• the reptilian brain

• sales Storytelling : it is a 4 steps structure, not a content

• sales storytelling worksheet (tool)

• usage of videos and pictures

• workshop/discussion

 

Over 20 minutes of discussion: the foot-in-mouth technique

• allowed foot-in-mouth topics

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

• workshop/discussion

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USE OF PSYCHOLOGICAL TECHNIQUES to reduce resistance to purchase.

• priming techniques are based on perseveration

• artificial creation of freedom increases the power of conviction

• the labeling technique

• reciprocity effects

• sympathy effects

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The follow-up

• call back with an alibi

• the follow-back tips on the phone

• workshop/discussion

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AUTOMATION

The purpose and limits of automation in B2B

Lead management automations via LinkedIn

• LinkedIn automation

• automation strategies

• The philosophy of automation scenarios in LinkedIn

• atelier/discussion

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Lead management automations via commercial mailing

• the sole purpose of commercial mailing

• the philosophy of commercial mailing

• the format

• the automation of appointment setting

• atelier/discussion

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