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Sales Relationships for Non-Sales Professionals
Even without a sales role, your conversations influence customer relationships. Identify their expectations, highlight your expertise and spot opportunities to contribute to business development. Become more comfortable discussing your offering and supporting the relationship without sounding artificial.
- Duration
- 2 days 14 hours
- Code
- VEN10FR Code
Presentation
A sales relationship refers to the interaction between a company and its customers or partners, from prospecting to loyalty building. It involves all company staff, whether they work in customer service, product quality or communications.
In this context, whether or not you are a salesperson, an overall understanding of this approach enables every employee to appreciate their role in satisfying customers and building loyalty, strengthening the company's image and supporting its long-term growth.
The aim of this course is to develop fundamental sales technique skills. Through a programme divided into 4 modules, you will learn to adopt a sales approach for different scenarios, understand the needs of the people you speak to and communicate persuasively. You will then discover how to showcase your company's products or services and present compelling arguments at the right time.
Objectives
Learning objectives
- Support the presentation of your product or project with arguments highlighting its benefits.
- Adopt an effective sales approach to optimise sales of your products or projects.
- Overcome preconceptions about sales techniques.
- Master the stages of a discussion focused on customer needs and expectations.
- Present your offering in a structured and engaging way.
Program
Module 1: adopting a sales mindset
- Adapt to the context of each presentation (meetings with management and other departments, face-to-face with customers, etc.).
- Get to know the other person and communicate to persuade (a negotiation mindset).
- Understand needs (the art of listening and asking questions).
Module 2: presenting products or services persuasively
- Know your offering and determine its main selling points.
- Identify competitive advantages.
- Present the right arguments at the right time.
- Define roles when presenting arguments as a group.
Module 3: influencing and persuading others
- Identify your own profile and that of the person you are speaking to.
- Strengthen your powers of persuasion by expressing your expertise.
- Apply the principles for developing self-confidence in a professional context (competence, clear-headedness, determination and commitment).
- Learn to focus on the other person (empathy and social skills).
- Develop assertiveness in relationships with others.
- Plan concessions and reciprocal concessions in advance.
- Answer difficult questions.
Module 4: handling objections
- Identify the relevance of objections.
- Remain calm.
- Know the main types of objections and what they mean.
- Anticipate objections.
- Master techniques for handling objections (rephrasing, redefining, etc.).
- Practical exercises:
- simulate a product or service presentation to customers or internal colleagues.
Audience
This course is intended for:
- anyone who needs to present a product, service or project to internal or external stakeholders, customers, company managers and other audiences.
Prerequisites
This course requires the following prerequisite:
- currently or previously having to persuade or present a product, service or project to a customer or audience.
Teaching and assessment methods
- Initial skills assessment
- Training materials provided to participants
- Continuous assessment throughout the course
- End-of-course feedback questionnaire
- Combination of theory and practical application
- Attendance records
- Post-course follow-up evaluation
- Practical exercises
Course highlights
Lessons based on sharing experiences, discovering new communication techniques and numerous simulation exercises.
Dates and sessions
Choose the date and delivery format that suit you.
No upcoming sessions are currently available.