Sales Training

Evaluating and improving your method of conducting sales interviews, becoming aware of your strengths and biases influenced by your behavioural profile, to create and maintain fruitful relationships, effectively address your clients’ needs, and close deals.

1. Understanding your natural, spontaneous approach to conducting sales interviews with clients and prospects, while being mindful of what you say and do with your profile to:

— Build and nurture relationships

— Prepare, approach, and address topics

— Identify their needs, desires, etc., and demonstrate my ability to meet them concretely

— Argue, explain

— Listen and respond to expectations and questions presented to me

— Handle objections and complaints

— Close the deal

2. Becoming aware of:

— The dynamics I bring to the relationship, the impact it has, and how it contributes to my success or lack thereof

— How my profile leads me to focus on topics that interest me and resonate with me, potentially overlooking or avoiding others

— The type of commercial relationship that motivates me and drives me to take action

• • Prospecting? Developing an existing client base? Customer service?

— My sensitivity to pressure for results, opposition, or objections raised by my clients

— How I inspire or fail to inspire trust in my clients, encouraging them to return to me or refer me to others in their networks

Deepening and personalizing your interaction with each client by precisely identifying their behavioural dynamics during sales meetings.

1. Enhancing the effectiveness of my meetings with clients and prospects by knowing how to identify:

— Their displayed dynamics during the meeting

— Their approach to the conversation by :

• • Directing the discussion from the outset or listening carefully to what I have to say
  • Expressing their needs, wishes, desires or not

— The PULSIONS they exhibit so I can engage them and encourage:

• • Genuine exchange
  • Expression of factors influencing their decision

— Their level of listening and staying attentive to mine

2. With knowledge of my PULSIONS profile (Level 1 training) and having identified the dynamics and approach of my client/prospect:

— Efficiently identifying needs, addressing expressed ones, and exploring new business opportunities

— Explaining and arguing while remaining highly connected to participants so my points are understood

— Tangibly demonstrating the connection between my arguments and meeting their needs

— Handling expressed or implied objections and avoiding generating them

— Treating complaints as opportunities to develop the relationship

— Negotiating with a win-win mindset

— Leading rather than being passive in the closing phase or deliberately allowing the initiative to conclude

— Establishing authority in my field and adopting the right posture to invite mutual respect

3. With awareness of my profile and observing the existing dynamics with a client:

— Assessing whether it’s beneficial for me to lead the relationship

— Determining if I should make adaptive efforts to align better

— Deciding if it’s preferable to transfer the relationship to a colleague