Course : Improve your sales techniquesintensive workshops
Practical course - 2d
- 14h00 - Ref. VEN
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 | Improve the effectiveness of first contact |
| Enhance your collection of strategic information |
| Bolster your case and set your offer apart from the competition |
| Detect buying signals to seal the deal |
Intended audience
Salespeople and technical salespeople.
Prerequisites
Experience in B to B sales is required. Good knowledge of the fundamentals of sales techniques.
Practical details
Role-playing
Progressive practical workshops on hard and soft skills (more than 50% of the training time). Role-playing. Toolbox.
Teaching methods
Active and participatory instructional methods. Alternating theory and practice, and how they apply to the participants’ context and experience
Course schedule
1 Making an appointment with a decision-maker
- Structuring an active referral: getting a referral.
- Identifying why the other person would want to meet with you.
- Communicate that benefit to him or her enthusiastically.
Hands-on work
Workshop: Identify the people in your portfolio from whom you can obtain a recommendation.
2 Gaining trust in the first few minutes
- Better understanding the customer and building trust: 4x20 rule.
- Using the four vectors of communication: voice, posture, gaze, physical presence.
- The importance of non-verbal communication.
- Addressing a defensive, reserved attitude.
Role-playing
Workshop: Sales pitch. Present your company in one minute .
3 Identifying the needs and motivations for a purchase
- Discovering the client's strategies: objectives, constraints, issues.
- Identify the influence network.
- Setting sales priorities based on the buyer's objectives.
- Determining your contact's motivations.
- Use discovery tools: Questions, empathy, active listening, rephrasing.
- Identify your contact's communication style and adapt to it.
Role-playing
Workshop: Apply discovery tools in a brief contact setting. Group debriefing.
4 Honing your argument
- Choose arguments based on information collected in the discovery phase.
- Build and structure your argument.
- Know how to communicate in terms of client benefits.
- Selling by proof.
- Stand apart from the competition.
- The three price presentation techniques.
Role-playing
Workshop: Presenting the solution directly related to the needs identified during the discovery phase.
5 Addressing objections
- Attitudes to adopt in face of objections.
- Three key steps to addressing objections.
- Addressing techniques.
Role-playing
Workshop: practical training on the most frequent objections.
6 Get the customer's commitment
- Detecting buying signals.
- Choosing the right way to seal the deal.
- Capitalizing on knowledge: Readout of the interview.
- Mastering loyalty strategies to make each customer an ambassador.
Role-playing
Workshop: recognize buying signals and warning signals. Effectively concluding the sales meeting. Writing the readout.
Customer reviews
4,7 / 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.
AURÉLIE B.
04/12/25
5 / 5
Very dynamic
JULIE S.
27/11/25
5 / 5
It was a very interesting course, packed with useful information for my job as a sales representative. I'm convinced that it will help me a great deal in my job and that it will give me greater confidence when dealing with customers. It will also help to strengthen my skills and, ultimately, improve my conversion rate.
TANER B.
27/11/25
4 / 5
I enjoyed the course as a whole, which was packed with information and will enable me to consolidate and improve my performance.
Publication date : 06/17/2024
PARTICIPANTS
Salespeople and technical salespeople.
PREREQUISITES
Experience in B to B sales is required. Good knowledge of the fundamentals of sales techniques.
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.
Salespeople and technical salespeople.
PREREQUISITES
Experience in B to B sales is required. Good knowledge of the fundamentals of sales techniques.
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
Dernières places
Date garantie en présentiel ou à distance
Session garantie
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.