{"id":706,"date":"2020-07-18T16:07:25","date_gmt":"2020-07-18T14:07:25","guid":{"rendered":"https:\/\/groupeeffica.com\/formation-vente-au-detail-en-magasin\/"},"modified":"2021-01-03T15:48:20","modified_gmt":"2021-01-03T14:48:20","slug":"retail-store-sales-training","status":"publish","type":"page","link":"https:\/\/groupeeffica.com\/en\/retail-store-sales-training\/","title":{"rendered":"Retail Store Sales Training"},"content":{"rendered":"
<\/div><\/div>
\n
<\/div>
\n
Formation<\/em>
\nVENTE AU D\u00c9TAIL EN MAGASIN<\/p>\n
\n

 <\/span><\/p>\n<\/div>\n<\/div>\n<\/div><\/section><\/div>\n<\/div><\/div><\/main><\/div><\/div>

\n
\"Ventes<\/div>\n<\/div><\/section><\/div>\n
<\/div>\n

MAIN OBJECTIVE<\/h3>\n

Improve sales revenue per square foot and increase the total value of the average shopping basket. This training session will help the participants to understand and use the 5 Step Sales Process (or ADAPT in French version.) in order to help them reach company sales and profit targets.<\/p>\n

Training Objectives<\/h3>\n

At the end of this training session, the participants will be able to:<\/p>\n

    \n
  • Describe the 3 steps of the client’s purchasing process.<\/li>\n
  • Greet the client with the intention to establish trust.<\/li>\n
  • Ask sales-oriented questions that help to analyse each client’s particular needs.<\/li>\n
  • Find clues which reveal those needs of the client which can be met.<\/li>\n
  • Direct the client’s attention toward the elements which will demonstrate that it is possible to answer their needs.<\/li>\n
  • Demonstrate the value added of your products or services.<\/li>\n
  • Formulate convincing recommendations.<\/li>\n
  • Complete the sale with confidence.<\/li>\n<\/ul>\n

    CONTENT<\/h3>\n

    The buying process of the client:<\/p>\n

      \n
    • Socio-demographic profiles: age groups, financial flexibility.<\/li>\n
    • The 3 stages in the client’s buying process.<\/li>\n
    • The enthusiastic greeting.<\/li>\n
    • Direct the client toward the advantages of your product.<\/li>\n
    • Learn more about the client’s needs.<\/li>\n
    • Propose a personalized solution.<\/li>\n
    • Transform the proposal into a sale.<\/li>\n<\/ul>\n

      THE METHODOLOGY<\/h3>\n

      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.<\/p>\n<\/div><\/section>
      \n

      \n\n
      Planification et gestion des activit\u00e9s<\/div>\n
      \n
      \n

      Guider et outiller les participants afin qu’ils d\u00e9veloppent leur propre plan de gestion des activit\u00e9s de vente.<\/span><\/strong><\/p>\n

      OBJECTIFS D\u2019APPRENTISSAGE<\/h3>\n

      Au terme de cette formation, les participants seront en mesure de :<\/p>\n

        \n
      • \u00c9tablir une routine de vente optimale, afin qu’elle leur serve de guide dans la gestion quotidienne de leurs priorit\u00e9s<\/li>\n
      • Rep\u00e9rer les habitudes qu’ils doivent conserver, changer ou adopter pour optimiser les r\u00e9sultats, \u00e0 l\u2019int\u00e9rieur du temps dont ils disposent<\/li>\n
      • N\u00e9gocier efficacement avec les personnes susceptibles de leur faire gagner ou perdre du temps<\/li>\n
      • Utiliser les outils de planification et d\u2019ex\u00e9cution qui leur permettront d\u2019influencer davantage leur emploi du temps, en d\u00e9pit de toutes les interf\u00e9rences<\/li>\n
      • Exercer les trucs et techniques de gestion de temps sugg\u00e9r\u00e9s<\/li>\n<\/ul>\n

        CONTENU<\/h3>\n

        Votre emploi du temps<\/p>\n

          \n
        • Une semaine dans votre vie professionnelle<\/li>\n
        • Les habitudes et l\u2019optimisation de son temps<\/li>\n
        • Les comportements de vente optimaux<\/li>\n
        • Votre semaine mod\u00e8le<\/li>\n<\/ul>\n

          Les outils d\u2019optimisation de son temps<\/p>\n

            \n
          • Outils de planification<\/li>\n
          • Outils d\u2019ex\u00e9cution<\/li>\n<\/ul>\n

            Optimiser son temps<\/p>\n

              \n
            • Votre trousse d\u2019optimisation<\/li>\n
            • Trucs et m\u00e9thodes<\/li>\n<\/ul>\n

              M\u00c9THODE<\/h3>\n

              Toutes nos formations sont b\u00e2ties sur mesure pour chacun de nos clients. Les exemples, les exercices et les jeux de r\u00f4le sont cr\u00e9\u00e9s pour chaque compagnie avec lesquelles nous faisons affaire. La m\u00e9thode de d\u00e9ploiement (en classe, vid\u00e9o, internet) est adapt\u00e9e aux besoins de la compagnie ou des participants. Tous les cours sont disponibles par module.<\/p>\n\n<\/div>\n<\/div>\n<\/section>\n\n

              D\u00e9veloppement des affaires<\/div>\n
              \n
              \n

              Accro\u00eetre le taux de succ\u00e8s de vos activit\u00e9s de prospection.<\/span><\/strong> <\/p>\n

              OBJECTIFS D\u2019APPRENTISSAGE<\/h3>\n

              Au terme de cet atelier de formation, les participants seront en mesure de :<\/p>\n

                \n
              • D\u00e9crocher davantage de rendez-vous lorsqu’ils sollicitent<\/li>\n
              • D\u00e9velopper leurs habilet\u00e9s en mati\u00e8re de prise de contact et de prospection<\/li>\n
              • Donner le go\u00fbt \u00e0 leurs prospects de les rencontrer et d\u2019acheter<\/li>\n
              • Traiter les objections les plus courantes lors des sollicitations<\/li>\n
              • D\u00e9velopper continuellement de nouvelles affaires \u00e0 l\u2019aide des meilleures pratiques de prospection<\/li>\n
              • Passer \u00e0 l\u2019action<\/li>\n<\/ul>\n

                CONTENU<\/h3>\n
                  \n
                • Plan de prospection trimestriel<\/li>\n
                • M\u00e9thodes et outils : t\u00e9l\u00e9phone, courriel, rencontres sociales, r\u00e9seaux sociaux.<\/li>\n
                • Les principes en sollicitation<\/li>\n
                • Habilet\u00e9s de prise de contact – quoi dire et comment le dire<\/li>\n
                • L\u2019\u00e9nonc\u00e9 qui soul\u00e8ve l\u2019int\u00e9r\u00eat du client<\/li>\n
                • Traiter les objections<\/li>\n
                • Obtenir le rendez-vous<\/li>\n<\/ul>\n

                  M\u00c9THODE<\/h3>\n

                  Toutes nos formations sont b\u00e2ties sur mesure pour chacun de nos clients. Les exemples, les exercices et les jeux de r\u00f4le sont cr\u00e9\u00e9s pour chaque compagnie avec lesquelles nous faisons affaire. La m\u00e9thode de d\u00e9ploiement (en classe, vid\u00e9o, internet) est adapt\u00e9e aux besoins de la compagnie ou des participants. Tous les cours sont disponibles par module.<\/p>\n\n<\/div>\n<\/div>\n<\/section>\n\n

                  Vente strat\u00e9gique<\/div>\n
                  \n
                  \n

                  Outiller et habiliter les participants aupr\u00e8s des entreprises \u00e0 exercer des pratiques de vente qui tiennent compte d’un long cycle de vente, de l’\u00e9chiquier politique et des enjeux d’affaires.<\/span><\/strong> <\/p>\n

                  OBJECTIFS D\u2019APPRENTISSAGE<\/h3>\n

                  Au terme de cet atelier de formation, les participants seront en mesure de :<\/p>\n

                    \n
                  • Pr\u00e9parer chaque rencontre de mani\u00e8re \u00e0 orienter la discussion sur les besoins d’affaires du client<\/li>\n
                  • Diriger l\u2019entretien de vente\/n\u00e9gociation<\/li>\n
                  • Saisir des indices qui permettent de trouver des projets et de d\u00e9celer les besoins latents du client<\/li>\n
                  • Poser des questions qui font ressortir les principaux enjeux d\u2019affaires et qui am\u00e8nent le client \u00e0 prendre conscience de leur impact sur son entreprise<\/li>\n
                  • Proposer des solutions sur mesure qui r\u00e9pondent aux enjeux d\u2019affaires<\/li>\n
                  • Passer \u00e0 l\u2019action \u00e0 la fin de chaque rencontre en sollicitant un engagement (closing et prochaines \u00e9tapes)<\/li>\n<\/ul>\n

                    CONTENU<\/h3>\n
                      \n
                    • Les besoins conscients et inconscients<\/li>\n
                    • Les profils de d\u00e9cideurs<\/li>\n
                    • La m\u00e9thode des 5P\n
                        \n
                      1. Pr\u00e9parer la rencontre<\/li>\n
                      2. Prendre le contr\u00f4le de l’entretien<\/li>\n
                      3. Poser des questions d’affaires<\/li>\n
                      4. Personnaliser la proposition<\/li>\n
                      5. Passer \u00e0 l’action<\/li>\n<\/ol>\n<\/li>\n<\/ul>\n

                        M\u00c9THODE<\/h3>\n

                        Toutes nos formations sont b\u00e2ties sur mesure pour chacun de nos clients. Les exemples, les exercices et les jeux de r\u00f4le sont cr\u00e9\u00e9s pour chaque compagnie avec lesquelles nous faisons affaire. La m\u00e9thode de d\u00e9ploiement (en classe, vid\u00e9o, internet) est adapt\u00e9e aux besoins de la compagnie ou des participants. Tous les cours sont disponibles par module.<\/p>\n\n<\/div>\n<\/div>\n<\/section>\n\n

                        N\u00e9gociation et objections<\/div>\n
                        \n
                        \n

                        Habiliter les participants \u00e0 g\u00e9rer les objections tout en pr\u00e9servant la relation avec le client.<\/span><\/strong> <\/p>\n

                        OBJECTIFS D\u2019APPRENTISSAGE<\/h3>\n

                        Au terme de cet atelier, les participants seront en mesure de :<\/p>\n

                          \n
                        • R\u00e9agir efficacement aux obstacles de la vente<\/li>\n
                        • Obtenir des leviers de n\u00e9gociation tout au long de leurs entretiens de vente<\/li>\n
                        • Formuler les r\u00e9ponses aux diff\u00e9rents types d’objections<\/li>\n
                        • Aiguiser leurs tactiques de n\u00e9gociation<\/li>\n
                        • Pr\u00e9server leurs relations lors des n\u00e9gociations serr\u00e9es<\/li>\n<\/ul>\n

                          CONTENU<\/h3>\n
                            \n
                          • Le point de vue du client<\/li>\n
                          • Les diff\u00e9rents types d’objections<\/li>\n
                          • Les diff\u00e9rentes techniques de r\u00e9ponses aux objections<\/li>\n
                          • Les 4 piliers de la n\u00e9gociation<\/li>\n
                          • Tactiques de n\u00e9gociation<\/li>\n
                          • La technique SOS<\/li>\n<\/ul>\n

                            M\u00c9THODE<\/h3>\n

                            Toutes nos formations sont b\u00e2ties sur mesure pour chacun de nos clients. Les exemples, les exercices et les jeux de r\u00f4le sont cr\u00e9\u00e9s pour chaque compagnie avec lesquelles nous faisons affaire. La m\u00e9thode de d\u00e9ploiement (en classe, vid\u00e9o, internet) est adapt\u00e9e aux besoins de la compagnie ou des participants. Tous les cours sont disponibles par module.<\/p>\n\n<\/div>\n<\/div>\n<\/section>\n\n<\/div>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"tags":[],"class_list":["post-706","page","type-page","status-publish","hentry"],"yoast_head":"\nRetail Store Sales Training - Groupe Effica<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/groupeeffica.com\/en\/retail-store-sales-training\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Retail Store Sales Training - Groupe Effica\" \/>\n<meta property=\"og:url\" content=\"https:\/\/groupeeffica.com\/en\/retail-store-sales-training\/\" \/>\n<meta property=\"og:site_name\" content=\"Groupe Effica\" \/>\n<meta property=\"article:modified_time\" content=\"2021-01-03T14:48:20+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/groupeeffica.com\/wp-content\/uploads\/2020\/07\/vente-detail-magasin.jpg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"10 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/groupeeffica.com\/en\/retail-store-sales-training\/\",\"url\":\"https:\/\/groupeeffica.com\/en\/retail-store-sales-training\/\",\"name\":\"Retail Store Sales Training - 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