High-performance selling

Course objectives

By the end of the course, participants will be able to:

• define new sales objectives, based on a sales process that encompasses an emotional dimension
• structure their sales approach to accommodate the customers’ questions, environment and decision-making levers
• appeal to their customers’ deep-seated motivations
• define their plan of action and be able to justify it rationally and emotionally

Programme

The training programme:

Taking a different perspective on the sales process

• A key success factor 
• Adapting the sales process to the buyer’s point of view 
• An overview of the process targeted on the buyer

Preparing for shared success

• Starting out with success in mind 
• Defining the objectives of shared success 
• The four steps to preparation 
• The finishing touch: your own preparation

Discover the hidden world of your buyer

• Buyers’ different motivations 
• The art of questioning 
• The keys to obtaining information: active listening

Presenting your offer with passion

• Checking that you have correctly understood
• Adapting proposals to buyer needs 
• Adapting your style to fit in with the buyer

Steering the way to mutual agreement

• Handling objections 
• Leading buyers to a final agreement

Building sustainable shared success

• Delivering on your promises 
• The ingredients of effective follow-up 
• The seller as project manager

e-Learning modules

e-Learning modules you will receive with this course:

• Take the buyer’s view 
• Preparing for shared success 
• Discover the hidden world of your buyer 
• Presenting your offer with passion 
• Steering the way to mutual agreement 
• Building sustainable shared success

Course duration

2 days + 6 e-learning modules

Who should attend?

This course is aimed at:

Sales people, with or without experience; experienced sales people in search of new techniques; sales coaches