The customer is king! (or almost) because it's the customer who ensures a company's survival.
That's why all interactions between a company and its customers/users/users... are essential and can lead to a sale. Whether for a product or a service, between a company and another company, or between a company and the general public, selling requires know-how at every stage: prospecting, negotiation, conclusion.
Technologia has set up a range of training courses and career paths with HC Consulting and its experts, to develop the full potential of the Sales function within organizations. Whether it's a question of developing key accounts, maximizing the impact of a trade show, strengthening the distribution network, making the most of social networks, etc., the training courses developed jointly combine different types of learning and experience.
This is all the more relevant as the role of the salesperson has evolved considerably, and he or she is now expected to provide solutions and play an advisory role, taking into account the reality of the end customer.
This involves active listening to identify the prospect's needs and motivations (whether objective or subjective). By deciphering them, it is then possible to develop a convincing sales pitch and take into account any objections.
If we were to sum up sales (whether direct, cross-selling, value-added...), we could say that it's “simply” about improving the customer's life. It's a good way of keeping them coming back and building a customer relationship. A relationship based on trust, i.e. the customer's certainty that the salesperson will try to find an answer to his or her problem, need or desire, rather than trying to empty his or her inventory.
Ensuring and developing sales is never easy, because competition is not far away, the market uncertain and customers difficult, even destabilizing. Good preparation and a robust strategy are therefore essential if you are to become the business partner of choice, the one who stands out for his expertise and the relevance of his proposals. But also the one who discusses objections and price without fear. What's true of the salesperson is also true of the sales team, and even of the customer's overall experience: it must be consistent and coherent, whatever the point of contact.
Train your teams with our training courses covering all facets of sales.
If you'd like to go further, take a look at our Center for Sales Excellence, developed in conjunction with HC Consulting. The CSE offers a comprehensive and personalized range of specialized training courses, customized training paths and tailor-made coaching, designed to boost the impact of sales teams and equip them to achieve their commercial objectives.