Developing business relations - ENG Mixte : présentiel / à distance

Target

Sales teams in regular contact with customers or prospective customers. Expert staff in occasional contact with customers.

Pedagogical objectives

• Identifying ways of building long-term relationships with our customers
• Creating contact through informal communication
• Discovering needs through open questioning
• Increasing the chances of persuasion through an appropriate pitch

Description / Content

Stage 1: Creating opportunities

• The stages of a sales cycle
• Best practices for developing opportunities
• The stages of an opportunity

Workshop: changing our current practices;

Stage 2: Developing customer relations

• How to enter into a relationship: the art of small talk
• Creating a personal link with the customer
• Seeking out information to extend opportunities
• Rebound techniques

Role-playing: informal discussions

Stage 3: Framing needs and requests

• The need to listen carefully to needs so as to be able to suggest an appropriate solution
• Listening also means observing non-verbal communication
• Listening to what or how?
• Active listening tools

Role play:  getting your customer or prospective customer talking;

Stage 4: Pitching what makes us special

• Arousing curiosity about our offer
• Structuring your pitch around the benefits
• Enhancing your offer, telling a good story

Exercise: building a pitch in teams

• Building a sales action plan
• Pitching a project
• Highlighting the company's specific features
• Listening actively to understand a request or explore a need
• Streamlining your informal communication to make contact

Educational resources and supports

• Slide show PPT​
• Pedagogical Support
• Digital Tools (Mentimeter, Jamboard ...)

Educational format

On site : 1 or 2 days 

Remote : 2 or 4 x 3,5 hours workshops viaTeams, GoogleMeet, Zoom…​

Evaluation and monitoring methods

• Self-positioning by participants on a digital platform shared with the trainer (at the beginning and end of the course)
• Assessment by the trainer at the end of the course
• On-the-spot assessment immediately after the course
• REX - One-hour practice-sharing workshops one or two months after the initial training course
• Post-training assessment one or two months after the course
• Performance questionnaire sent to the customer three months after the course

Feel free to contact us on +33 1 47 66 25 20

M&A-SoftSkills Factory