Sales Techniques & Business Practices
Understand the customer's expectations, build trust, and conduct a sales conversation with confidence.…
Introduction
Une formation tournée vers les métiers du tourisme d'aujourd'hui et de demain
Making a successful sale isn't just about presenting a product or service. You need to understand the customer's expectations, build a relationship of trust, and offer a solution that truly meets their needs.
This training course will help you develop a structured sales approach and acquire the essential techniques for conducting a sales conversation with confidence.
Target Audience
Employees, job seekers, recent graduates, and individuals seeking career transitions. Particularly suited for salespeople, customer service representatives, receptionists, and entry-level sales professionals, especially in retail, hospitality, tourism, and services.
Teaching Methods and Resources
Theoretical instruction, sharing of experiences, case studies, and practical exercises based on sales scenarios inspired by the retail and service industries. Role-playing exercises allow participants to practice conducting sales conversations and develop their sales confidence.
Assessment of Learning Outcomes
Initial assessment, followed by practical exercises, case studies, and simulated sales conversations. Final simulation: identifying a customer’s needs, developing a sales pitch, addressing an objection, and proposing a sales close.
Registration Procedures and Access Timeline
Registration is completed via the “Registration” tab on the website. Access is typically granted within 15 to 20 days, subject to session availability.
Accessibility
Individuals with disabilities are encouraged to indicate their needs during registration. Disability Coordinator: Mr. Nassim OUKACI – nassim.oukaci@academy.honest-inn.com
Objectives & prerequisites
Operational objectives of the course
By the end of the course, participants will be able to:
- Identify the different stages of a sales process
- Adopt a professional business approach and build a relationship based on trust
- Analyze a client's needs and expectations by asking the right questions
- Present an offer by highlighting its benefits for the customer
- Handling Objections and Guiding the Customer Through the Decision-Making Process
- Use closing techniques appropriate to the sales situation
- Provide customer follow-up that promotes satisfaction and loyalty
Detailed Programme (Modules)
Découvrez les différentes étapes du parcours commercial et apprenez à adopter une posture professionnelle qui inspire confiance, pour mieux comprendre les attentes des clients et les comportements qui favorisent une expérience d'achat positive.
Apprenez à poser les bonnes questions, à pratiquer une écoute attentive et à repérer les motivations qui orientent une décision d'achat, pour développer une approche commerciale plus personnalisée.
Découvrez comment traduire les qualités d'un produit ou d'un service en bénéfices concrets pour le client, et entraînez-vous à présenter une proposition claire et adaptée aux besoins identifiés.
Apprenez à accueillir les objections, à comprendre leur origine et à apporter des réponses adaptées, pour aider le client à prendre une décision éclairée sans démarche insistante.
Découvrez comment identifier les signaux d'achat, reformuler les éléments déterminants de votre proposition et accompagner le client vers une décision, puis finaliser l'échange de manière claire.
Découvrez comment assurer un suivi adapté, entretenir une relation de qualité et valoriser chaque interaction. Une mise en situation complète permet de mobiliser les techniques étudiées, du premier contact à la finalisation.
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