Becoming a Salesperson

Betribsiwwergräifend Formatioun

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EN

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Wien organiséiert dës Formatioun?

Fondation créée en 2015 par la Chambre de Commerce et l’Association des Banques et Banquiers Luxembourg (ABBL), la House of Training est un organisme agréé de formation professionnelle continue qui s'engage à contribuer activement à la compétitivité et à l'attractivité du Luxembourg en développant les compétences de ceux qui font vivre son économie.

Méi gesinn

U wie riicht sech d'Formatioun?

People moving into a sales role or wishing to consolidate their sales skills and obtain a certification.

Wéi eng Ziler gi verfollegt bzw. wéi eng Kompetenzen ugestrieft?

  • Conduct a sales meeting from A to Z
  • Integrate essential sales techniques
  • Define and implement a negotiation strategy
  • Preserve the relationship in sensitive situations

Wéi gesäit den Inhalt vun der Formatioun aus?

Module 1: Mastering the key stages of sales

At the end of this module, participants will be able to carry out the entire sales cycle in a structured manner.
Programme

  • Preparation with a SMART objective
  • Making contact
  • Discovering needs
  • Handling objections
  • Concluding techniques

Module 2: Active listening to identify the customer's deepest needs

At the end of this module, the participant will be able to identify and transform the customer's implicit needs into explicit ones.
Programme

  • The 6 customer typologies
  • The 3 postures of active listening
  • The 3 types of listening
  • The 3 tools of active listening

Module 3: Convincing and influencing to improve your sales

At the end of this module, participants will be able to develop their ability to convince and influence.
Programme

  • The challenges of convincing and influencing
  • The 3 pillars
  • The 3 principles
  • The 6 ingredients

Module 4: Adapting your sales pitch to customer profiles

At the end of this module, participants will be able to adapt their communication to their customers for more impact.
Programme

  • Communication fundamentals
  • Mastering the main personality styles
  • Discover your own style
  • Adapting your sales style to your customer

Module 5: Negotiating with method

At the end of this module, participants will be able to approach sales negotiations with a win-win approach.
Programme

  • The fundamentals of negotiation
  • The principle of Win/Win negotiation
  • The 3 key techniques
  • The 3 essential tools

Assessment

  • Questions on the key points of each module
  • Role-playing as a salesperson
  • Validation of acquired skills with a follow-up grid

Wéi eng zousätzlech Informatioune si gutt ze wëssen?

Attestation, Certificat:

On completion of the course, participants will receive a certificate of achievement issued by the House of Training.
Assessment:

  • Questions on the key points of each module
  • Role-playing as a salesperson
  • Validation of acquired skills with a follow-up grid
Autres informations:
  • A compact format (40 hrs) with immediate operational techniques
  • A toolbox that builds up progressively
  • An action plan between each module, with support from the trainer
  • A final assessment sequence to validate the certification

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House of Training

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