Business to Business Sales(B2B): Training offered.

Business Planning and Management :

Guide and equip the participants to develop their own sales management plan.
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Training Objectives

At the end of this training session, the participants will be able to:

  • Set up an optimal sales schedule, which will serve as a guide for the daily management of their priorities.
  • Outline the practices which they should conserve, change or adopt to optimize their results within an available time frame.
  • Negotiate effectively with the people who will cause them either to save or waste time.
  • Use planning and operational tools which will help them to maximize their time despite any interruptions.
  • Apply the suggested methods and management techniques.

CONTENT

Your time sheet

  • A week in your professional life.
  • Habits and the optimal use of time.
  • Optimal sales behaviours.
  • Your ideal week.

The tools to maximize time

  • Planning tools.
  • Operational tools.

Maximize your time

  • Your optimization kit
  • Ways and means

THE METHODOLOGY

Every training session is customized for each of our clients. The examples, the exercises and the role play reflect the reality of each company with whom we do business. The means of deployment (in a classroom, by video or internet) is adapted to the needs of the company or the participants. All courses are available in modules.

Business Development

Increase your success rate in your search for prospective clients.
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Training Objectives

At the end of this training workshop, the participants will be able to:

  • Succeed to set up meetings when they solicit clients.
  • Develop their skills to close a first appointment with potential clients.
  • Give their prospects the desire to have a follow-up meeting and to make a purchase.
  • Handle the most common objections during the solicitations.
  • Continuous development of new business prospects using best practices.
  • Act on it.

CONTENT

  • Quarterly prospect planning.
  • Methods and tools: telephone, email, social activities and social networking.
  • The principles of solicitation.
  • The ability to make contacts: what to say and how to say it.
  • The key words which will interest the client.
  • How to handle objections.
  • Fix the date for the next meeting.

THE METHODOLOGY

Every training session is customized for each of our clients. The examples, the exercises and the role play reflect the reality of each company with whom we do business. The means of deployment (in a classroom, by video or internet) is adapted to the needs of the company or the participants. All courses are available in modules.

Strategic Sales

Equip and prepare participants to use sales techniques which take into account long-term sales cycles, political exchequer and business issues.
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Training Objectives

At the end of this training workshop, the participants will be able to:

  • Prepare each meeting in a way to orient the discussion around the business needs of the client.
  • Direct the progress of the sale and negotiations.
  • Focus on clues which could lead to discovering new projects and uncover the client's latent needs.
  • Ask the right questions which will bring up the main issues affecting the business and inform the client about their potential impact on his enterprise.
  • Propose specific solutions which take into account customer's business issues.
  • Agree on the next step with the client at the end of each meeting. (closing or next step).

CONTENT

  • Conscious and unconscious needs
  • Decision-maker's profile
  • The 5 P method:
    1. Prepare the meeting.
    2. Take control of the meeting.
    3. Ask questions about the business.
    4. Adapt and personalize the solution.
    5. Act on it.

THE METHODOLOGY

Every training session is customized for each of our clients. The examples, the exercises and the role play reflect the reality of each company with whom we do business. The means of deployment (in a classroom, by video or internet) is adapted to the needs of the company or the participants. All courses are available in modules.

Negotiation and Objections

Teaching the participants to handle objections while preserving a good customer relationship.
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Training Objectives

At the end of this training session, the participants will be able to:

  • React efficiently to any obstacles to a sale.
  • Obtain negotiating tools throughout the sale process.
  • Formulate responses to different types of objections.
  • Sharpen their negotiation tactics.
  • Preserve the customer relationship during tough negotiations.

CONTENT

  • The point of view of the client.
  • The different types of objections.
  • The different response techniques to objections.
  • The 4 pillars of negotiation.
  • Negotiation tactics.
  • The SOS technique.

THE METHODOLOGY

Every training session is customized for each of our clients. The examples, the exercises and the role play reflect the reality of each company with whom we do business. The means of deployment (in a classroom, by video or internet) is adapted to the needs of the company or the participants. All courses are available in modules.