Trainings

SALES MAINTENANCE

at 15 KM

REVAL Consulting

Training
Business
Public Relations
Trade
Strategy
Sales
Productivity
Performance

OBJECTIVES
 Know the key steps to succeed in your sales interview (preparation, discovery, treatment of objections and conclusion)
 To know the techniques of treatment of the objections and to gain in insurance and fluidity in their treatment
 To train actively and to acquire good reflexes

PUBLIC
Account Manager, Sales Assistant, Sales Representative with responsibility for
monitoring and development of a customer portfolio

PROGRAM

Mentally prepare for the sales interview
 Know all the subtleties of your offer
 Create a favorable climate

Listen to the customer to seize all the opportunities
 Listening to clients to find out what needs are acknowledged and unacknowledged
 Decode the signs to go beyond the initial need of the client
 Involve the customer in finding the solution
 Give desire to speak to less talkative clients
 Adapt the presentation of the price according to its interlocutors
 Acknowledge the other's point of view with "assertiveness": grant the right to objection

To face objections
 Differentiate an objection, a customer's mark of interest

Identify the difficulty levels of the objection

Measure the merits of the objection
 Respond to objections

Work responsiveness and respond with ease

Deal with the objection using words that reassure
 Bounce back on a conflict situation

Optimize the "conclusion" phase
 Facilitate the customer's decision: the art of closing the sale
 Seize the right moment and trigger decision-making
 Build loyalty by perpetuating the relationship

EDUCATIONAL TOOLS
 Presentations
 Role play - Practical cases