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B2B sales accreditation

B2B sales accreditation

TRAINING OVERVIEW

The B2B sales accreditation comprises three key parts:

It includes regular benchmarks to check lessons learned, with trainees drawing up a plan for a deal specific to their position, then defending their approach in front of a jury before tackling a simulated sales meeting:

  • Master the full range of professional B2B sales resources: conduct, organisation, motivation.
  • Define specific prospecting priorities.
  • Structure sales meetings in a professional manner.
  • Draw on personal qualities to find the most effective approach to sales.
  • Structure and prepare negotiations with professional buyers.
  • Develop your ability to adapt to different situations, contacts and contexts.
Satisfaction rate
100 %
Dates de formation inter-entreprises sur Paris

  • 6-7 February 2020
  • 2-3 April 2020
  • 8-9 June 2020
  • 8-9 October 2020
  • 26-27 November 2020
  • 7-8 December 2020

Investissement par participant

€4,640* excl. VAT (Meals: €162 excl. VAT)

PROSPECTING AND SOCIAL SELLING TECHNIQUES

  • Set priorities.
  • Devise a simple tool using the ICE method.
  • Use KPI including end goals and interim targets.
  • Ensure a comprehensive view of your sales portfolio to calibrate your prospecting efforts.
  • Employ pre-qualification techniques.
  • Overcome psychological barriers.
  • Listen to your mind and emotions.
  • Be bold and forceful when needed.
  • “Tips and tricks” to get past gatekeepers.
  • Teleprospecting stereotypes: avoiding clichés, etc.
  • Don’t get bogged down in your “script”: create an interview outline that leaves room for dialogue.
  • Strike the right balance: not too keen, not too arrogant.
  • Develop a hook that resonates with your prospects.
  • Adapt to the prospect’s initial reactions: receptive or resistant?
  • Provide answers to common objections.
  • Quickly find key information on your prospects.
  • Build your prospecting network.
  • Use social media to cultivate your prospecting in the long term.
  • Prospecting clock.
  • Go/No-go criteria: focus your energy on the best potential/probability pairings.
  • Best practices to “stay seen”.

NEGOTIATE WITH THE DEAL® METHOD

  • Show confidence from the outset.
  • Refrain from confidence without control.
  • Leverage reciprocity ahead of the negotiation.
  • Understand the concept of threshold and “no going back”.
  • Clarify position and goal.
  • Play with interaction: internal, external, vertical and horizontal negotiations.
  • Re-establish the balance of power.
  • Gauge your Best Alternative To a Negotiated Agreement (BATNA) and determine that of your counterpart.
  • Don’t be afraid to talk about your strengths.
  • Identify and thwart distributive tactics like the “salami” method, “take it or leave it”, “the emergency” and “good cop/bad cop”.
  • React assertively under pressure (tough, aggressive, manipulative clients).
  • Clarify your negotiation goal and strategy.
  • Evaluate zones of possible agreement (ZOPA) by determining what you want in return for concessions.
  • Set limits: prepare for the worst and aim for the best.
  • Put your emotions on hold before entering into a negotiation.
  • Know when and how to state your initial position.
  • Handle three negotiations at once: Who, How and What.
  • Slow things down and stack the cards in your favour to eke out concessions.
  • Learn how to react when the other person goes too far.
  • Know where to draw the line, show it, and give your final refusal.
  • Ensure you’ve got a good DEAL.