Developing business relations - ENG Mixte : présentiel / à distance
Dernière mise à jour : 23/01/2024
Public visé
Target
Sales teams in regular contact with customers or prospective customers. Expert staff in occasional contact with customers.
Objectifs de la formation
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
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
Compétences acquises à l'issue de la formation
- 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
Moyens et supports pédagogiques
Educational resources and supports
- Slide show PPT
- Pedagogical Support
- Digital Tools (Mentimeter, Jamboard ...)
Modalités pédagogiques
Educational format
On site : 1 or 2 days
Remote : 2 or 4 x 3,5 hours workshops viaTeams, GoogleMeet, Zoom…
Modalités d'évaluation et de suivi
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
Informations sur l'accessibilité
Feel free to contact us on +33 1 47 66 25 20
Informations sur l'admission
Sur demande à notre chargée de formation par téléphone ou mail (délai d'accès et de réalisation).
Nos tarifs sont communiqués sur devis.