Skema > Executive education > sales techniques
Executive Education

 

 

Sales techniques

Workshop in English.




Contact.

​​Étienne André
+33 4 93 95 32 94
etienne.andre@skema.edu

Public.

For anyone who wishes to improve his/her negotiation skills. Prerequisite: upper-intermediate level in English (B2).

Tarif.

​​€1800  (tax not incl.)

Domaine d'expertise. Sales and business development
Durée.

​Three days

Dates.

Groups formed upon request.
Please contact us.

Sophia Antipolis, France

FORMAT: SALES TECHNIQUES WORKSHOP

 

Group size: four to six participants.

 

OBJECTIVE: SALES TECHNIQUES WORKSHOP


Be able to welcome, inform, sell and encourage customer loyalty.

 

PROGRAMME: SALES TECHNIQUES WORKSHOP


Introduction

  • Selling is a difficult job
  • The CENA method: Contact, Empathy, Adherence, Negotiation

Contact: the welcoming phase/rule of the four twenties

  • The first 20 seconds: the environment
  • The first 20 words: your verbal language
  • The first 20 gestures: your body language
  • The first 20 steps

Empathy

  • Active listening: be a careful listener
  • Discovery of the needs
  • The power of questions: quality over quantity
  • Silence

Customer motivations: S.E.N.C.E.R.

  • Security
  • Ego
  • Novelty
  • Comfort
  • Economy
  • Reassurance

Negotiation

  • Restatement: the art and importance of reformulation to get a “Yes”
  • Create curiosity: storytelling
  • To try is to adopt
  • Wrap the price
  • CAB Presentation: Characteristics, Advantages, Benefits
  • Handling objections

Adherence

  • Closing the sale: the buying signals
  • Tips to conclude
  • Additional purchase
  • Selling continues: reassure the customer, create loyalty, last minute gesture
  • Make a good last impression

 

LEARNING APPROACH: SALES TECHNIQUES WORKSHOP

 

The course will involve a balance between structured tutor input and group exercises (negotiation exercises, group sessions…). It is based on active-learning principles and demands full commitment from participants.

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Campus de Lille

Avenue Willy Brandt

595777 Eurallile – France

Tél. : +33 (0)3 20 21 59 62

Fax : +33 (0)3 20 21 59 59

Campus de Paris

Pôle Universitaire Léonard de Vinci – Esplanade Mona Lisa

Courbevoie – 92916 Paris la Défense Cedex – France

Tél. : +33 (0)1 41 16 74 61

Fax : +33 (0)1 41 16 74 63

Campus de Sophia Antipolis

60, rue Dostoïevski – CS 30085

06902 Sophia Antipolis Cedex - France

Tél. : +33 (0)4 93 95 44 44

Fax : +33 (0)4 93 95 45 24

 

www.skema-bs.fr -Association Loi 1901 – N° d’existence W 595008501

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