Course : Mastering the fundamentals of salesKey steps for a successful sales meeting
Practical course - 2d
- 14h00 - Ref. FOV
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 | Identify and master the different stages of the sales meeting |
| Improve their communication to better understand customer needs |
| Translate their offer into customer benefits and argue their case |
| Turn objections into positive points |
| Identify the right moment to close the sale and make a joint commitment |
Intended audience
Sales representatives, technical sales representatives, sales assistants.
Prerequisites
No specific knowledge required.
Practical details
Exercise
Progressive practical workshops.
Teaching methods
Active and participatory teaching methods. Alternating theory and practice with application to the context and experience of participants.
Course schedule
1 Context of the sales meeting
- The importance of sales in the marketing and commercial process.
- Selling to professionals and selling to individuals.
- Preparing yourself (mentally and practically).
- The role of the sales representative.
- Attracting the listener's attention and arousing their interest.
- Understanding the stages of a sales meeting.
Exercise
Represent the different stages of the sales meeting in the form of a mind map.
2 Introducing yourself: making contact
- The first meeting, the first impression, the credibility of the company and its representative.
- Techniques for introducing yourself.
- Communication attitudes to break the ice.
- Non-verbal communication.
Exercise
Exercises to break the ice and introduce yourself. Debriefing focused on non-verbal communication.
3 Discovering the customer's needs
- Gather requirements, gain trust, discovery technique.
- Questioning: using different types of questions.
- Listen: active listening to bounce back.
- Analyse the different motivational drivers.
- Bring out hidden needs.
- Rephrase the customer's needs.
Exercise
List the questions to ask and organise them using the funnel technique. Role play on discovering needs and rephrasing.
4 Argue and convince your customer
- Create a logical sequence after discovering needs.
- Demonstrate how the solution meets the needs.
- Differentiate yourself from the competition.
- Use the SONCAS argument.
- Highlight customer benefits: CAB.
- Formulate a proposal: quote, offer, verbal presentation.
Role-playing
Building a sales pitch using the SONCAS method.
5 Responding to objections
- Objections: what is an objection?
- Turning an objection into a positive point.
- Identifying types of objections and anticipating them.
- Handling price objections using different techniques
Exercise
Compile a catalogue of objections and responses. Practise responding to objections using different techniques.
6 Concluding the interview and signing
- Recognise the signs that indicate it is time to conclude. Types of objections.
- Obtain a commitment and sign.
- Say goodbye.
Exercise
List and write effective phrases for concluding an interview.
Customer reviews
4,8 / 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.
GUILLAUME R.
28/05/26
4 / 5
The content is appropriate and the trainer tailors their teaching approach to each individual.
ERIC P.
28/05/26
5 / 5
Content suited to my beginner level
RENAUD S.
28/05/26
5 / 5
Excellent educational content.
PARTICIPANTS
Sales representatives, technical sales representatives, sales assistants.
PREREQUISITES
No specific 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.
Sales representatives, technical sales representatives, sales assistants.
PREREQUISITES
No specific 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.
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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.