Formation/Cours

This course is an introduction to selling techniques and negotiation. It provides the student with a “tool box” including the most commonly used sales techniques in a company. It leans upon proven methods recognised in most large companies. It also allows students to be prepared for their commercial internship at the end of the Second Year.

At the end of the course, the student should be able to:
– Control the basic techniques of a sales meeting and its different phases: face to face meeting, making appointments on the phone
– Tackle the sales environment
– Identify the different commercial roles and their evolution
– Reveal relational skills, linked with the relationship with the customer.

I) The selling environment
– The evolution of the trade
– Motivation, virtues and objectives of a good seller
– The different behaviour of a seller: Product selling / Sales Advice

II) Main selling steps
– Making appointments on the phone
– Confidence and relationship building
– Discovering customer needs – questioning plan – the mental card
– Different types of buyers and their motivation to purchase (SPICES)
– Solution presentation – the argumentation (FAB)
– Objections – Disproving objections
– The price
– Incentives and conclusions
– After sales main principles

III) Personal development tests
– Creativity
– Pressure