How to choose your training in commercial techniques?

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To optimize your customer approach, improve your management or even easily respond to customer objections during interviews, it is essential to know the right methods.

Follow one or more courses at different commercial techniques thus allows reduce the length of its sales cycles more easily and to ensure the development of an effective prospecting strategy. But how do you find the right training center to reach your goals? All our answers in this article!

What is the curriculum for a sales course on sales techniques?

To train salespeople in sales and prospecting techniques, training organizations deploy a Common core of educational tools allowing them to gain skills, while adapting to the level and situation of each.

Not all courses have exactly the same objectives, they can be focused on:

• The improvement of management and management methods.
• Communication and the creation of a relationship of trust with the customer.
• Negotiation.
• Establishing a marketing plan and strategy

Among the recurring themes in most training courses, we find in particular:

Computing and Digital

Getting started with digital tools such as CRM software is not always easy for the salesperson, who may need a helping hand to learn how to use them.

In the same way, creating and maintaining a customer file is not innate but is nevertheless fundamental to prospecting effectively and concluding a sale more quickly. It is then necessary to acquire computer and digital skills, essential for success in the commercial environment.

Get an appointment with a decision maker

Succeed at land an interview with a decision maker is no easy task, especially when you want to reach them by phone. Pass the secretary's checkpoint is also a well-known obstacle to telephone prospecting. Being convincing and knowing how to capture the interest of your interlocutor can be learned - and is part of the program of many training courses. In particular, the SPIN method will allow you to identify the needs of the prospect through questions related to:

• To the Situation in which it is located.
• Au Problem that he meets.
• At theInvolvement of certain elements.
• Au Gain that the prospect can look forward to.

Gain trust from the first few minutes

In the field of prospecting, We tend to say that first impressions are decisive for the rest of the exchange and the signing of a sale. It is therefore important to Take care of your approach and refine your communication methods to create a relationship of trust with its customers and to establish a solid professional relationship.

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Develop a persuasive argument

Have a Good speech And a certain persuasiveness are indispensable qualities for successful salespeople - learning to convince a customer is therefore a central theme in all commercial training courses.

Get active listening reflexes

To create a lasting relationship with its customers, identify their needs and increase the chances of signing a sale, active listening is the key to any interview. In this way, we teach in training all the techniques that make it possible to quickly understand the expectations of a customer and him. make an appropriate offer.

The most important of these techniques is to anchor the rReflex to ask open-ended questions to the prospect and to know how to reformulate their answers to make sure they have understood correctly.

Identify buying needs and motivations

This goes hand in hand with active listening - the main objectives of the commercial exchange are not to unfold a sales pitch, but rather to interview the customer and discuss with him to CUnderstand your real needs And try to respond with an offer that suits them. Know Ask “why” and analyze the situation Personal (in a B2C setting) or occupational (in a B2B context) Of the customer is fundamental to gradually lead the conversation to the signing of a sale.

Negotiation and response to objections

When you approach a prospect and start making an offer, it is very common for them to express doubts or objections that can slow them down in their buying process. If these are natural, the salesperson can bypass them using negotiation techniques and by learning to answer correctly to reassure the interlocutor and find common ground. The ACRAC method is thus widely used to deal with objections.

Close the sale and take time off

Learning to close a trade is an important step in the training of any salesperson because you have to understand that Not every conversation will result in the signing of a sale - it does not necessarily mean that it is a failure.

On the contrary, a prospect may very well need, for personal reasons or out of necessity to consult his line managers, to mature his purchasing decision.

Know Take time off and accurately determine the next steps while responding to its possible Questions are a key factor in the success of a sale.

The moral contract is another technique to align with the prospect on the next steps.

Advanced commercial techniques

Some courses also teach specific sales techniques and commercial methods:

• For example, we find the FOCA method That allowsanalyze buying needs and motivations of a prospect using questions about facts, opinions, changes and actions - the prospect's answers will thus give the seller the opportunity to adapt their script and offer.
• La SONCAS method is also taught to help the salesperson find out what typical profile the buyer belongs to, in order to better understand one's expectations with respect to six behavioral data: safety, pride, novelty, comfort, money and sympathy.
• The SPIN Selling mentioned above also allowsOptimize your marketing because in the method, we encourage the prospect to talk about his needs-payoffs to better guide him during the sales cycle.

How do you know what type of business skills training is right for you?

Depending on your current situation, your availability and the place where you live, not all courses will necessarily be adapted to you. It is therefore necessary to Take stock of your needs, desires and constraints to refine your search and find the organization that best suits you.

The right choice for future salespeople

Training in commercial techniques is necessarily a good idea as long as you have something to sell.

Several profiles may be required to perform the search such as:

• Apprenticeship students
• People looking for a first job
• People in the midst of professional retraining
• People in charge of human resources who need to train their sales team

Devoting a good part of their schedule to acquire new knowledge will allow most of these profiles to acquire valuable knowledge and new certifications for their resumes.

The course can be followed remotely or in person, in Paris or elsewhere, depending on the student's location and travel options.

The right choice for current salespeople

As their career progresses, a manager or salesperson must necessarily adapt your techniques and continue to discover new ones to remain effective and relevant in its sales methods. Regardless of your level, taking training from time to time guarantees your development as a salesperson.

It also allows develop a network invaluable by forging a relationship with other salespeople who can enrich it with their own experiences and address books.

The right choice for a company wishing to train its employees

Beyond an individual desire to improve its technique, training can also be aimed at a company wishing to offer its employees the opportunity to work on improving their level.

It will then constitute a one-time investment to, in the long term, boost turnover and overall results.

The training can be carried out intra-company, i.e. within the structure thanks to the arrival of trainers at the salespeople's workplace, or inter-company, with the salespeople moving directly to the training center.

What are the educational objectives of a training course?

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Whether you invest in distance or face-to-face training, full-time or with flexible schedules, the goal is to come out of it grown and armed with new tools to boost sales. But increasing your results can be done in several ways, and that is why there are several types of training, depending on the needs of each person:

Mastering commercial communication techniques to sell more

Many salespeople whose weak point lies in the way they communicate: writing and developing a sales pitch is crucial to the success of the interview, but this exercise is often poorly mastered.

For each salesperson to be able to overcome the objections of their prospect and to be able to establish a relationship of trust with them, it is important that they can Work on your technique, your speech and your attitude in order to make the best possible impression and to be persuasive.

Mastering prospecting techniques

Create a solid address book of leads and potential buyers is an absolutely fundamental step in the success of a business, and that is why every salesperson and manager should be trained in it.

From mastering CRM software, to managing a customer file, through the follow-up of a lukewarm prospect, he is It is essential to have the right methods to find its customers and to perpetuate them.

Indeed, setting up a canvassing action plan cannot be improvised - the risk of wasting time, money and energy generating low-quality leads is great. So it is It is imperative to learn how to define your Individual Customer Profile (ICP) and to know its preferred channels.

What are the skills developed?

In general, this type of training allows:

• The development of its commercial approach and sales technique
• Learning new negotiation methods
• Better management of a client portfolio
• Optimizing the marketing plan

It also helps to develop your knowledge of the different types of prospects in order to know how to personalize offers and commercial scripts during the interview, according to the profile encountered.

Are there any prerequisites to start a course?

The basics of commercial techniques

While you don't have to be a Top Manager to access this kind of training, Have some basic sales concepts is one of the prerequisites.

Indeed, a commercial training course will provide you with additional certification on your CV and a new method to boost your performance in business, but it does not, in itself, constitute a diploma allowing you to work in structures that require, for example, a bac + 2 from its candidates.

Rather, the objective of commercial training is to consolidate achievements and to teach knowledge on a particular theme, such as management, negotiation or canvassing.

Do you have to work or have worked in sales?

However, it is not necessary to have already worked in sales to access it. : as mentioned above, it is entirely possible for students and professionals in the process of retraining, looking to add more strings to their bow, to benefit from teaching in a training center. Several training courses actually offer very flexible courses according to the level of each.

Discuss with the technical training advisor

Before registering for a training course, you should discuss with an advisor to ensure that the Curriculum selected Is the most tailored, in terms of content, location and duration, but also to talk about financing options. As part of a group training course for a group of employees, this exchange with the trainer will possibly make it possible to discuss an advantageous rate, depending on the number of participants and whether the teaching takes place intra-company or inter-company.

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What are the benefits of commercial training?

The choice of distance or face-to-face, full-time or part-time education, the adaptation to the needs of each salesperson and the various financing options are among the strengths of commercial training. Focus on these multiple advantages:

The pace of commercial training

Depending on the availability of each person, the teaching may be more short and more intensive, thanks to full-time courses over the space of a few days, or adapt to a busier schedule by offering courses more punctual over a longer period. This flexibility is ideal for a manager already in office who wants to train in parallel with his professional activity.

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The possibility of choosing between face-to-face and remote

Whether you are in Paris or in other regions of France, it is now possible to follow commercial training from home. Many organizations now offer qualitative distance education, via pre-recorded videos or online courses (e-learning). This option is particularly interesting for those who are not in a position to go to the training center to benefit from face-to-face instruction.

The different levels of training offered

As explained before, while sales training requires some prerequisites in terms of sales knowledge, It adapts to all levels to offer the teaching of more basic, or more advanced techniques. The objective is thus to enable salespeople to learn throughout their career on the best way to approach customers, retain them and increase their sales figures.

The various financing options

With a price range ranging from €700 to €4,000, commercial training can be financed in several ways: with the CPF, OPCO, micro-loans or in several installments, according to the criteria of each organization.

The CPF option is particularly interesting for workers who have already contributed, but you must first check that the training is eligible to benefit from it.

Again, it should be noted that it is possible to obtain group rates for a company wishing to train an entire sales team, provided that you inquire and request it from a technical advisor from the training organization.

Choose your course thanks to customer reviews

Consulting customer reviews left by individuals who have taken the training is a good way to Get an idea of its quality-price ratio and the return on investment. So do not hesitate to take a look at the various testimonies (on the organization's website as well as on the Google review page) to find out a little more about the strengths of the training and the feelings of the participants. Using word of mouth and asking for the opinion of your network on LinkedIn also allows for more sincere feedback, but keep in mind that customers generally share and remember bad experiences more than good ones.

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