Overview
Selling better and more is a 2-day sales technique training course, designed for anyone with selling among their duties, in a central or ancillary capacity. It offers a smooth and human sales approach, to sell with greater ease and effectiveness. The course is commissioned by your organisation, in-company and on quotation, from Excelia Business School's Executive Education Centre.
Why choose the Selling better and more course?
This course is dedicated to developing sales performance and starts with what blocks selling: analysing your obstacles, listening, and detecting explicit and implicit needs alike. This work comes before any proposal, because a proposal becomes more relevant when a need has been properly identified.
You leave this Excelia Business School course with concrete methods, directly transferable in the field, the detail of which is given in the Curriculum tab.
An approach that does not turn you into a pushy salesperson
The approach starts from the customer's need, draws on listening and questioning, adapts to the communication style of the person you are speaking with and aims for a win-win relationship. You sell without forcing anyone's hand, and the customer relationship comes out preserved rather than worn out.
A sales technique training course that names its tools
The course draws on SONCAS+E, the CAB and alternative techniques, tools that you can reuse as soon as you return to your role, in your next sales conversation. They serve the act of selling itself, whereas, faced with a difficult customer, after-sales has its own training course: handling difficult situations and customers.
The skills targeted
The course aims to:
- Develop a more confident sales stance and overcome the obstacles to selling
- Identify customers' explicit and implicit needs to create relevant sales opportunities
- Structure effective proposals using the SONCAS+E, CAB and alternative techniques
- Strengthen listening, questioning and communication to be more convincing
- Handle objections with ease and turn resistance into sales levers
- Master additional and complementary sales to increase the average basket
- Adapt your communication style to that of the customer or prospect
- Co-build a win-win sales relationship and rediscover the pleasure of selling
As for supervising a team in customer relations, it is the subject of another course, managing remote customer relations.
Curriculum
Offered in-company, the Selling better and more course takes place face-to-face, over two days. It aims at both the development of sales performance and ease in customer relations.
How you learn
You learn by practising, through methods that combine:
- A participatory pedagogy
- Exercises and games
- Practical scenarios
- A guided and constructive debriefing
The practical scenarios are immersive and the practice sessions progressive, supported by an actor-trainer, to instil the right reflexes step by step.
Three sequences, from the first obstacle to a win-win sale
The pathway follows the thread of a sale: overcoming your obstacles and detecting explicit and implicit needs alike, then structuring your proposal with operational tools, and finally responding to objections and closing. Each sequence unfolds below.
Overcome your obstacles and detect needs
Analyse your obstacles to selling, refine your listening and learn to detect explicit and implicit needs alike, in order to turn every exchange into a relevant opportunity.
Before any proposal, this sequence establishes a more assured sales stance and listening that adjusts to the style of the person you are speaking with.
Module titles
- Obstacles to selling
- The sales stance
- Listening and questioning
- Explicit and implicit needs
- Adapting your communication style to that of the customer or prospect
Structure your proposal with SONCAS+E, the CAB and the alternative
Strengthen your skills by structuring your proposals with operational tools such as SONCAS+E, the CAB and alternative techniques to increase the average basket naturally.
Your proposal is no longer improvised: it follows a framework, to which additional and complementary sales are added.
Module titles
- The SONCAS+E techniques
- The CAB
- Alternative techniques
- Additional and complementary sales
- The average basket
Respond to objections and close on a win-win basis
You will know how to respond to objections with confidence, showcase your offers with clarity and co-build a win-win sale, thanks to immersive practical scenarios and progressive practice sessions supported by an actor-trainer.
A customer's resistance becomes a starting point for showcasing the offer, and the sale is closed on a relationship in which everyone benefits.
Module titles
- Objection handling
- Resistance turned into sales levers
- Showcasing the offer
- The win-win sales relationship
Funding
The Selling better and more course is delivered in-company, on quotation, for 2 days, or 14 hours, face-to-face.
How to fund it
Two schemes can be drawn on:
- The skills development plan, drawn on by your company
- An OPCO (skills operator), approached by your company
What your company gains from it
Trained teams practise detecting the needs of their customers, in order to turn every exchange into a relevant sales opportunity. They also learn to structure their proposals, to deal with objections without tension and to suggest additional sales to increase the average basket naturally, without damaging the customer relationship.
For a pathway designed entirely around your organisation, the Executive Education Centre also offers tailor-made in-company training.
At Excelia Executive Education, we offer personalised support to help every profile — company, employee, self-employed person or public sector employee — to make their training projects a reality by drawing on the most suitable funding schemes.
FAQ
Which sales techniques do you work on in the Selling better and more course?
SONCAS+E, the CAB and alternative techniques are used to structure effective proposals. The course also works on listening and questioning, objection handling and additional and complementary sales.
How does the Selling better and more course prepare you to respond to objections?
It teaches you to handle objections with ease and to turn resistance into sales levers. Objection handling is worked on in immersive practical scenarios, with progressive practice sessions supported by an actor-trainer.
Do you have to be a full-time salesperson to take the Selling better and more course?
No. This sales training course is aimed at anyone with selling among their duties, in a central or ancillary capacity, and no prerequisites are required.
Does the Selling better and more course help to increase the average basket?
Yes. Mastering additional and complementary sales is one of its objectives, and the tools SONCAS+E, the CAB and the alternative are used to increase the average basket naturally.
How does the Selling better and more course act on obstacles to selling?
It starts by analysing them, then aims for a more confident sales stance. It also seeks to help you rediscover the pleasure of selling, in a win-win relationship.
Admissions
Target audience
- Anyone with selling among their duties, in a central or ancillary capacity
Prerequisites
- No prerequisites required.
