Course : Professionalize your sales approach
Practical course - 3d
- 21h00 - Ref. ATK
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 | Preparing for the sales meeting: knowing your offer, your customers and your market |
| Adopt a positive sales posture |
| Mastering communication techniques and return trips offline |
| Dealing with objections and delicate situations |
| Identify opportunities to offer a tailored service returncarriot |
| Negotiate until you sign and return to the sidelines |
Intended audience
All employees required to develop a sales approach as part of their duties.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Progressive practical workshops on know-how and interpersonal skills (more than 50% of training time). Role-playing exercises. Toolbox.
Teaching methods
In addition to this training course, ORSYS provides Atlas members with mobile learning modules. They will be available 7 days before training and for 30 days after training.
Course schedule
1 Preparing for a sales meeting
- Know your offer, the challenges and trends in your market.
- Context of the sales interview.
- Getting ready (in mind and in practice).
- Structuring an active referral: getting a recommendation.
- Identify the benefits of receiving the sales representative.
- Communicate this benefit with enthusiasm.
Group discussion
Workshop: through top and flop experiences, identify the stages and postures of a successful sales meeting.
2 Gaining confidence right from the start
- Understanding customers and building trust: the 4x20 rule.
- Use the four vectors of communication: voice, posture, gaze, physical presence.
- Understanding the importance of non-verbal communication.
- Coping with an attitude of reserve and withdrawal.
Role-playing
Case study: sales pitch workshop. Present your company in one minute (filmed and analyzed).
3 Identify purchasing needs and motivations
- Discover customer strategies: objectives, constraints, challenges.
- Identify and adapt to your interlocutor's communication style.
- Identify the network of influence.
- Prioritize sales priorities based on the buyer's objectives.
- Identify the motivations of your interlocutor.
- Use the tools of discovery: questions, empathy, active listening, reformulation.
Role-playing
Workshop: using discovery tools to make rapid contact. Group debriefing.
4 Refining your arguments
- Choose arguments based on information gathered during the discovery phase (CAB).
- Build and structure your argument.
- Know how to communicate in terms of customer benefits.
- Selling by proof.returnchariot
- Stand out from the competition.
- The three techniques of price presentation.
Hands-on work
Workshop: present the solution in direct relation to the needs identified during the discovery phase.
5 Argue persuasively and assertively
- Assert your intentions.returnchariot
- Adopt an assertive attitude.
- Reassure your customer.
- Use positive reframing.
- Use the right communication channel.
- Prevent doubts from creeping in.
Hands-on work
Assertiveness test and interview practice using and observing the assertive posture. Group debriefing.
6 Daring to assert yourself in front of your customers
- Be able to respond positively to criticism.
- Dealing effectively with objections.returnchariot
- Give a refusal acceptable to the customer.
- Practice "anti-sales".
Group discussion
Handling customer objections. Group debriefing.
7 Dealing with objections
- How to deal with objections.
- The three key stages in handling objections.
- Identify the types of objections and anticipate them.
- Treatment techniques.returnchariot
- Turning an objection into a positive.
Hands-on work
Workshop: practical training on the most common objections.
8 Obtaining customer commitment
- Detecting buy signals.
- Choose the right form of conclusion.
- Master loyalty strategies to turn every customer into an ambassador.
- Capitalizing on knowledge: the interview report.
Hands-on work
Workshop: recognizing buying signals and warning signals. Conclude the sales meeting effectively. Writing up the minutes.
Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
LUCIE W.
15/12/25
4 / 5
Training that could have lasted two days
NUNES DANILO R.
15/12/25
5 / 5
Fine
JAD D.
15/12/25
4 / 5
Meets my initial expectations. More case studies would have been a plus.
Publication date : 09/03/2025
PARTICIPANTS
All employees required to develop a sales approach as part of their duties.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
All employees required to develop a sales approach as part of their duties.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
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Remote class
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This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.