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Cette formation est proposée sous forme de formation présentielle.
Catalogue

Becoming a Salesperson

Commerce

Description

Objectives

  • Conduct a sales meeting from A to Z

  • Integrate essential sales techniques

  • Define and implement a negotiation strategy

  • Preserve the relationship in sensitive situations

Programme
Module 1: Mastering the key stages of sales 

At the end of this module, participants will be able to carry out the entire sales cycle in a structured manner.

Programme

  • Preparation with a SMART objective

  • Making contact

  • Discovering needs

  • Handling objections

  • Concluding techniques

Module 2: Active listening to identify the customer's deepest needs 

At the end of this module, the participant will be able to identify and transform the customer's implicit needs into explicit ones.

Programme

  • The 6 customer typologies

  • The 3 postures of active listening

  • The 3 types of listening

  • The 3 tools of active listening

Module 3: Convincing and influencing to improve your sales

At the end of this module, participants will be able to develop their ability to convince and influence.

Programme 

  • The challenges of convincing and influencing

  • The 3 pillars

  • The 3 principles

  • The 6 ingredients

Module 4: Adapting your sales pitch to customer profiles 

At the end of this module, participants will be able to adapt their communication to their customers for more impact.

Programme

  • Communication fundamentals

  • Mastering the main personality styles

  • Discover your own style

  • Adapting your sales style to your customer

Module 5: Negotiating with method

At the end of this module, participants will be able to approach sales negotiations with a win-win approach.

Programme

  • The fundamentals of negotiation

  • The principle of Win/Win negotiation

  • The 3 key techniques

  • The 3 essential tools

Assessment

  • Questions on the key points of each module

  • Role-playing as a salesperson

  • Validation of acquired skills with a follow-up grid

Target audience

People moving into a sales role or wishing to consolidate their sales skills and obtain a certification.

Teaching method

  • A compact format (40 hrs) with immediate operational techniques

  • A toolbox that builds up progressively

  • An action plan between each module, with support from the trainer

  • A final assessment sequence to validate the certification

Conditions

Course Material

Please note that for environmental reasons no paper version of the training material will be provided for your training. The course material can be downloaded free of charge via your portal before the start of the course (download the Client Portal User’s Guide here). You will be able to view it on the screen of your mobile device or print it if necessary. If your registration has been made by a training manager of your company please contact him/her so that he/she can give you access to it or send it to you.

Certificate

On completion of the course, participants will receive a certificate of achievement issued by the House of Training.

Assessment :

  • Questions on the key points of each module

  • Role-playing as a salesperson

  • Validation of acquired skills with a follow-up grid

Location
Chambre de Commerce Luxembourg
7, rue Alcide de Gasperi
L-1615 Luxembourg
Luxembourg
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