formation vente

This training program is designed to give you a significant business edge when selling your products or services. It reveals repeatable customer-centric selling skills for having conversations with your customers that improve the number of opportunities you are successful with & close thereby increasing sales performance. The content, developed by Miller Heiman Group, is based on extensive research and fieldwork, with input from leaders.

It is possible to organise a follow up session for sales leaders who want to coach their team around this model.

Professional
Selling Skills

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Audience
  • Sales representative

  • Between 9 and 15 participants

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Objectives

At the end of the course, participants will be able to

  • Be more effective at understanding customer needs

  • Ask high impact questions and apply collaborative techniques

  • Use skills required to resolve concerns and handle indifference 

  • Increase sales and performance in getting buyer commitment

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Duration
  • 12 hours in virtual classroom

  • 2 days face-to-face

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Content
  • Introduction to the framework

  • Collaborative techniques

  • Open a conversation

  • Respond to Indifference

  • Discover customer's need

  • Resolve customer's indifference

  • Satisfy customer's need

  • Resolve concerns

  • Closing conversation

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Tools
  • Discussion planner

  • Job aid

  • Participant booklet

  • Videos

  • Group discussion

  • Role play

Interested in this course? Would you like a quote or more information? Please contact me.