CIFL training - Distance selling - Module 3

Program of the 5 training modules:

Module 1 - 23 November 2020 - 11h00-12h30
Understand the fundamentals of remote sales action
Capitalize on the functionalities of a web meeting platform to organize impactful events and generate the participation and involvement of all. Specificity of the media for an online event and their
preparation. Master interactive animation techniques (rhetorical questions, relay questions and feedback)
to engage customers. Dynamically open and close an online event. Identify and plan
commercial events to be carried out online.

Module 2 - November 25, 2020 - 11h00-12h30
Preparation and qualification with Internet and Social Selling
Use LinkedIn and Booleans for free to have the best, most complete, and most up-to-date search engine. Mandatory Internet research in the laboratory world (company, contact person,
publications, projects, studies, market, backlings, related). The MAP Diagnosis consists in identifying the situation in which the client is at the end of the information he will have gleaned on the web: his maturity, his autonomy and
his Preference, a combination that defines the best winning tactic.

Module 3 - November 27, 2020 - 11h00-12h30:
Making a video contact

Make a tonic and attractive presentation of your company and your expertise. Choose the best
audio-visual aids. Sequence the presentation of the supports using the platform's functionalities
used. Interview a client or prospect. Generate feedback from customers and prospects, and engage them to
the next steps.

Module 4 - December 02, 2020 - 11h00-12h30:
Perform a video defense
Introduce an online defense. Put the objectives and expectations into perspective. Select the most eye-catching visual aids. Develop the benefits of the proposed solution in line with the needs. Promote your solution and present its price (global offer, minimization, ROI). Manage objections and last resistances to conclude.

Module 5 - 04 December 2020 - 11h00-12h30:
Make a telephone visit
Select customers to visit over the phone. Choice of information to be collected in the CRM. Introduce his
call and approach the customer. Identify the few questions to ask (projects, deadline, solutions envisaged,
possible competition…). Formulate and promote a proposal that cannot be refused. Deal with objections
and engage the customer with conclusion boosters.