DOMAIN 02 : Sales technique

IN-STORE SALES TRAINING

(LEVEL 5 CERTIFICATION IN THE PROCESS OF VALIDATION RNCP)

 

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This area explains how the Store Salesperson conducts sales calls and prepares sales pitches to maximize their chances of selling a product.

Area 02 - Chapter 01:

MAINTENANCE
FOR SALE

Area 02 - Chapter 02:

ARGUMENTARY
FOR SALE

AREA 02 / CHAPTER 01 - SALES MEETING

Lesson 01 / SALES PREPARATION

A - PROSPECTING

  1. Defining prospects
  2. The prospect file
  3. The RGPD

B - COMMERCIAL PREPARATION

  1. Setting sales objectives
  2. The sales action plan
  3. Prospecting tools
  4. Prospective methods
  5. The sales material

SALES TECHNIQUES

C - THE DIFFERENT SALES TECHNIQUES

  1. What are sales techniques for?
  2. The 12 sales techniques
  3. Synthesis
Lesson 02 / SETTING THE SCENE

D - BECOMING A GOOD SALESPERSON

  1. The qualities of a good salesperson
  2. The presentation of a good salesman

E - SUCCEEDING IN SALES

  1. Oral prospecting pitch
  2. Active listening
  3. Sell me that pen!
Lesson 03 / TRANSFORM OBJECTIONS INTO OPPORTUNITIES

F - THE ART OF NEGOTIATION

  1. What is a negotiation?
  2. The strengths of a good negotiator
  3. Receiving objections
  4. Tactical empathy
  5. My interlocutor says NO!
  6. Calibrated questions
  7. The mirror technique
  8. Negotiating a price

G - CLOSING THE SALE

  1. Closing techniques
  2. Maintaining the commercial relationship

 AREA 02 / CHAPTER 02 - SALES PITCH

Lesson 01 / CONDUCTING A SALES INTERVIEW

A - ARGUMENTS

  1. Definition
  2. The right sales pitch
  3. The CAB method

B - SELLING BEHAVIOR

  1. Being active
  2. Verbal communication
  3. Verbal and non-verbal behavior
  4. Sales skills

C - THE STAGES OF SALE

  1. The 7 rules of welcoming the customer
  2. The act of selling
  3. Conclusion of the sale
Lesson 02 / SALES TECHNIQUES

D - DEFINITION

E - DISCOVERY PHASE

  1. Definition
  2. Discovery plan
  3. Cold-reading
  4. Active listening

F - PRODUCT SALES PITCH

  1. Definition
  2. Product presentation
  3. Types of sales pitches
Lesson 03 / IN STORE SALES SERVICES

G - KNOWLEDGE OF THE PROFESSIONAL ENVIRONMENT

H - CLIENT SPEECH

  1. Advising customers
  2. Adapting your speech

I - SONCAS

  1. General definition
  2. Acronym
  3. Examples

J - GUIDELINES REAC

  1. Implementation Process
  2. Performance criteria
  3. Knowledge and know-how of the company
  4. Guide to a sales meeting

FROM SALES PITCH TO STORY-TELLING

 

K - DEFINITION

 

L - THE DIFFERENT TYPES OF PURCHASE

 

M - EXAMPLES AND OPENING

 

N - CONCLUSION