Course : Sales for non-salespeople
Practical course - 2d
- 14h00 - Ref. CIL
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 | Develop a sales attitude in order to better sell your solutions or your project |
| Forget preconceived notions about the selling approach |
| Master the steps of a meeting focused on the client’s needs and expectations |
| Argue in terms of the benefits to your contact/client |
| Give a structured, dynamic presentation of your solutions |
Practical details
Role-playing and filmed scenarios followed by a group debriefing in the techniques used.
Course schedule
1 Adopting sales habits
- Discovering what a sales mindset really is under the surface.
- The jobs of sales.
- Mapping each step of the client/prospect relationship.
- Learning to introduce yourself and make a contact. What to do when introducing your company.
- Learning to introduce yourself to a client: How it's different from a prospect.
- Offering your client a meeting plan.
- Observing, listening, asking questions, and rephrasing.
- Decoding your client's behaviors: Posture, gestures, voice, gaze, facial expression.
- Knowing your products and how to talk about them.
- Using listings to discover new prospects.
Hands-on work
Presenting your company and what it can offer in one minute. Collective debriefing.
2 Overcoming your obstacles
- Discovering your "limiting beliefs" in your sales approach.
- Taking a step back to show good judgment and objectivity.
- Handling the most common objections.
- Overcoming your fears: What steps to take.
- Transmitting your enthusiasm: Liking your product and believing in it, using constructive language.
- Observing your counterpart's behavior.
- The iceberg effect: Conscious and subconscious.
Hands-on work
Handle a face-to-face situation and transmit positive emotions. Collective debriefing.
3 Discovering your counterparts' potential needs
- Mastering the art of asking questions during the meeting. Different types of questions.
- Asking questions during the discovery phase.
- Taking time to rephrase your counterpart's answers to verify and reassure them.
- Using centering, echoing, and summarizing when rephrasing.
- Learning to focus on your counterpart: Empathy and listening.
- Getting in sync with your counterpart, using the same language.
- Understanding different types of needs: Functional, rational, and psychological needs.
- Selecting ways to motivate the client: SONCAS.
- Discovering ways to improve the proposed product or service.
Hands-on work
Practicing meetings intended to discover needs. Collective debriefing.
4 Piquing your counterparts' interest
- Suggesting rather than confirming.
- Adopting the right posture to offer the products being sold.
- Finding a point of interest in the current situation.
- Parceling out information.
- Giving examples, drawing a picture with your words.
- Preparing for the next step, developing a transitional phase
- Stating your proposal.
Hands-on work
Practicing a face-to-face situation to pique a counterpart's interest. Collective debriefing.
5 Developing a pitch
- Building a pitch with the SONCAS tool.
- Making use of the identified needs.
- Developing arguments that match the expressed needs: Selective argumentation.
- Knowing how to highlight your solution's strengths.
- Not denying weaknesses and using them.
- Listening to and accepting the client's objections. Responding without acting aggressive.
- Knowing how to conclude the meeting. Noticing positive signs given off by your counterpart.
Hands-on work
Practicing pitches: Develop a pitch for a product or solution and then give two arguments from SONCAS based on the needs expressed. Collective debriefing.
6 Speaking to an audience
- Preparing the presentation's parts and preparing your materials.
- Learning to outline a sales presentation.
- Explaining the object, developing the content through description, announcing a plan, repeating the core message, concluding by summarizing.
- Making a presentation come alive. Stimulating the audience's attention.
- Understanding all types of psychological needs.
- Handling questions and contradictions.
- Making the question-and-answer phase effective and constructive.
Hands-on work
Give a presentation before an audience and manage its reactions. Collective debriefing.
Customer reviews
4,6 / 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.
SOPHIE M.
09/07/26
4 / 5
I have some major gaps in my knowledge that need work, which I would have liked to address through a greater number of workshops. The first day could perhaps have been condensed into a single morning so that we could have had more time for practical work afterwards. Otherwise, I learnt a great deal, particularly about SONCASE, CAP and CRAC, which I’d like to put into full practice by the end of the year, with a focus from next week onwards on rephrasing, particularly in a positive way.
SVETLANA G.
09/07/26
5 / 5
The course was very interactive, with plenty of practical exercises that enabled us to work hands-on on how to present a proposal, put forward our arguments and adapt our communication style. This training also allowed me to put myself in the shoes of a sales representative and gain a better understanding of the expectations associated with this role.I particularly appreciated the CRAC and SONCASE methods, which are very practical and easy to incorporate into a pro
SAMUEL L.
09/07/26
5 / 5
Excellent guidance and good content. This course helps lay the foundations for a business mindset and the tools that go with it. I liked the fact that there were only four of us on the course, as it meant we could practise more. The theoretical part of the first day could have been more condensed, to allow more time for the practical part. Alternatively, they could have alternated between theory and practice, whilst allocating more time to the practical sessions.
Publication date : 04/12/2024
PARTICIPANTS
PREREQUISITES
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.
PREREQUISITES
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.
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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.