Sales Training
Several types of training programs are offered, ranging from basic “core” training that covers fundamental sales skills, to specialized modules on very specific topics (prospecting, persuasion, customer retention). These modules are adapted to the specificities of the company and its economic environment.
Why? Every athlete needs to build muscle and train continuously to remain at peak performance. Salespeople need regular training (role-playing exercises) or even “muscle building” (theory and methodology) just as much.
Sales are the lifeblood of a company. Having a team of “athletes” is no longer optional in a highly competitive world.
“B2B Sales – 101”
Objective:
This training covers the fundamentals of B2B (Business-to-Business) sales that every employee or business owner needs to know and master in order to effectively and sustainably find prospects and convert them into clients.
Target Audience:
Sales representatives, account managers, key account managers, and anyone responsible for B2B business development. More generally, anyone whose professional activity provides the opportunity to be in contact with customers, prospects, or the market in general.
Prerequisites:
A basic understanding of how a company functions and/or initial experience with sales prospecting or commercial negotiation.
Learning Objectives:
- Understand the B2B sales process and its specific characteristics
- Master prospecting and lead qualification techniques
- Optimize commercial negotiation and closing
- Retain customers and develop long-term relationships
Duration: 2 days (14 hours of training)
Number of Participants: 6 to 12 (ideal)
Teaching Methods
- Theoretical approach: Lectures and presentation of methodologies
- Active methods: Case studies, role-playing, practical simulations
- Materials: Slides, practical guides, explanatory videos
- Group discussions and feedback
- Video introduction to the course
Instructor: Mathieu Bloch, with over 20 years of experience in B2B sales.
Materials Provided: Printed and bound course materials for note-taking during the training.
Detailed Program
Day 1
What is Sales?
- A wonderful profession
- The sales process
- The salesperson’s responsibility
- Added value
- Different areas of sales
Prerequisites:
- Mindset
- Skills
- Knowledge
- Learning or becoming a salesperson
The Path: Different stages to transform a prospect into a client
- Prospecting
- Presentation
- Negotiation
- Closing
- The start of a long-term relationship
Persuasion:
- Making a connection
- The art of conversation: asking questions, listening, identifying customer needs
- Addressing common objections
Negotiation and Closing
Day 2
Review of the Previous Day’s Learnings
Improvisation:
- Waking up the brain
- Stimulating creativity
- Improving listening skills
Cold-Calling:
- Preparing the approach
- Real-life simulation
Presentation:
- Preparing a client presentation exercise
- Topic: The company’s offering or ideas
Debate:
- Brief preparation of arguments
- Presentation in front of the audience
Final Test:
- Questionnaire (1 hour)
- Preparing a short presentation (30 minutes/participant)
- Presentation (15 minutes/participant)