Short courses

Programme executive

Sales techniques

Three days - Sophia Antipolis

Workshop in English.

Contact us
Practical information
Domain
Sales and business development
Target audience

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

​Three days
Date

​Groups formed upon request.
Please contact us
Sophia Antipolis, France
Fees

​€1800  (tax not incl.)
Contact

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

Overview

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

Learning approach: Effective verbal presentations

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.

Training programme

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

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

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

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

    • 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

    • 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