1

Adopting sales habits

• Discovering what a sales mindset really is under the surface.
• The jobs of sales.
• Mapping each step of the client/prospect relationship.
• Learning to introduce yourself and make a contact. What to do when introducing your company.
• Learning to introduce yourself to a client: How it's different from a prospect.
• Offering your client a meeting plan.
• Observing, listening, asking questions, and rephrasing.
• Decoding your client's behaviors: Posture, gestures, voice, gaze, facial expression.
• Knowing your products and how to talk about them.
• Using listings to discover new prospects.

2

Overcoming your obstacles

• Discovering your "limiting beliefs" in your sales approach.
• Taking a step back to show good judgment and objectivity.
• Handling the most common objections.
• Overcoming your fears: What steps to take.
• Transmitting your enthusiasm: Liking your product and believing in it, using constructive language.
• Observing your counterpart's behavior.
• The iceberg effect: Conscious and subconscious.

3

Discovering your counterparts' potential needs

• Mastering the art of asking questions during the meeting. Different types of questions.
• Asking questions during the discovery phase.
• Taking time to rephrase your counterpart's answers to verify and reassure them.
• Using centering, echoing, and summarizing when rephrasing.
• Learning to focus on your counterpart: Empathy and listening.
• Getting in sync with your counterpart, using the same language.
• Understanding different types of needs: Functional, rational, and psychological needs.
• Selecting ways to motivate the client: SONCAS.
• Discovering ways to improve the proposed product or service.

4

Piquing your counterparts' interest

• Suggesting rather than confirming.
• Adopting the right posture to offer the products being sold.
• Finding a point of interest in the current situation.
• Parceling out information.
• Giving examples, drawing a picture with your words.
• Preparing for the next step, developing a transitional phase
• Stating your proposal.

5

Developing a pitch

• Building a pitch with the SONCAS tool.
• Making use of the identified needs.
• Developing arguments that match the expressed needs: Selective argumentation.
• Knowing how to highlight your solution's strengths.
• Not denying weaknesses and using them.
• Listening to and accepting the client's objections. Responding without acting aggressive.
• Knowing how to conclude the meeting. Noticing positive signs given off by your counterpart.

6

Speaking to an audience

• Preparing the presentation's parts and preparing your materials.
• Learning to outline a sales presentation.
• Explaining the object, developing the content through description, announcing a plan, repeating the core message, concluding by summarizing.
• Making a presentation come alive. Stimulating the audience's attention.
• Understanding all types of psychological needs.
• Handling questions and contradictions.
• Making the question-and-answer phase effective and constructive.