Trainings

BUILD YOUR COMMERCIAL ARGUMENT

at 15 KM

REVAL Consulting

Training
Business
Self-confidence
Public Relations
Trade
Strategy
Sales
Personal development

OBJECTIVES
Master the techniques of developing a commercial argument to
convince customers / prospects and make sales

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

PROGRAM

The usefulness of the business case in a prospective approach
 The involvement of actors: management and sales teams
 The importance of the definition: of the target, the expectations of the customers in relation to the objectives set, the objections of the customers
 The formulation of priorities for the construction of the commercial argument in
according to the defined business strategy

The stages of preparation of the commercial argument
 Knowledge of products / services: The technical characteristics of the product / service (strengths and weaknesses) and products / services related to the offer
 The direct and indirect benefits for the client
 Possible barriers to purchase (= objections)
 Prepare the argumentation: matching the client's needs with the
proposed products / services

Factual arguments

The emotional arguments

The writing of the commercial argument
 The phrase "attack"
 The needs discovery plan
 Prioritize arguments
 Formulate responses to objections
 The notion of reinsurance (arguments supporting the choice of the client)
 Prepare the maintenance plan

EDUCATIONAL TOOLS
 Presentations
 Role play
 Case studies: Participants develop their own business case
based on a chosen product