Objectives
- To 'model' the sale of product X to customer type Y by including best practices at all stages of the sales process.
- Improve all stages of the product sales process and train sales people to be as effective as possible
Participants
- Sales managers
- Sales people
- Operational marketing leaders
- 12 participants max.
Prerequisites
- All participants must master the basics of selling
- The clear choice of 1 specific product or service to sell to 1 particular type of customer (objective: maximum focus)
- 1 or 2 day(s) of specific preparation with a product manager and 2 successful salespeople
Programme
- Comprehensive breakdown of the value of product X
- Problems, motivations and needs of customer Y that can be addressed by the value elements
- Changing the mindset: "Solution VS product"
- Analysis of the decision making process of Y-customers
- Key steps in the X*Y sales process
- Choosing a positioning for product X
- The right hook
- Advanced questioning and influencing techniques
- Building the right question bank for X*Y
- What specific presentation of X to Y
- What specific acceptance keys?
- Dealing with Y's objections to product X
- Negotiation: options, tactics, method
- Conclusion: options and method
- Successive role plays for appropriation
Methodology
- Limited reminders of sales techniques
- Facilitation of working groups to build each step of the process
- Inductive facilitation to encourage active participation
- Taking into account the contributions of "experts" (product managers and successful salespeople) in the modelling Training (role-playing) for each stage of the process
- Personal action plan
Let's talk about training.
