Sales of Services to Individuals Training

Planning and managing activities

Guide and train the participants to optimize the use of their time.

Training Objectives

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

Manage and prioritize their daily activities.
Recognize which habits they should conserve, change or adopt in order to optimize their results.
Use planning and operational tools which will allow them to maximize the use of their time, despite daily interruptions.
Use the suggested sales methods and time management techniques.
Set up a routine of efficient sales methods which fits their own particular lifestyle.

CONTENT

Daily habits and optimal time management.
The characteristics of optimal sales.
One week in your life.
Your ideal week.
Planning tools.
Operational tools.
Your maximization kit.
Sales methods and “tricks of the trade”.

THE METHODOLOGY

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

Customer Development

Increase the success rate of finding and keeping prospective new clients.

Training Objectives

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

Make more follow-up appointments during their solicitations.
Develop their abilities to make contacts and canvass clients.
Give their prospects the desire to meet with them and to buy.
Deal with the most common objections to sales pitches.
Continually develop business opportunities by using the best practices of customer solicitation.
Act on it.

CONTENT

The principles of solicitation.
Methods and tools: telephone, email, social meetings and networking.
Planning trimestriel solicitation.
Your differentiating elements: what distinguishes you from others?
That first encounter – what to say and how to say it.
Capturing the client’s interest.
. Concluding the call and dealing with objections.
. Acting on it.

THE METHODOLOGY

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

The Sales Consultant Approach

Teach the participants to gain the confidence of the client and to differentiate themselves from the competition with the help of a sales consultant’s approach.

Training Objectives

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

Handle an interview with a client successfully with the result that the product approach transforms into a consultant approach.
Help the client to take into account his particular situation and his own needs in such a way that he will take action and make a decision.
Understand the clues to conclude sales and to respond to conscious and unconscious needs.
Present a recommendation which reflects the needs and particularities of each client.
Anticipate or respond to the principal objections and competing forces which they may meet during the process of the sale.
Finalize the sale without undue pressure on the client.
Create the next step for the client’s actual commitment.

CONTENT

Conscious and unconscious needs.
Sociodemographic profiles: age groups and financial flexibility.
Life events.

The 5 Step Sales Process : ADAPT

Active greeting
Directing
Analyze (SCAN)
Propose
Turn into sales

THE METHODOLOGY

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

Negotiation and Objections

Teaching the participants to handle complaints while preserving a good customer relationship.

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.