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Our programs

Sales Excellence

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for who?

Employees who are in customer-facing and employees who are key enablers/influencers in the sales success (ex. Finance, Procurement, Legal functions…)

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duration

Collective journey: 4 half days
Option: you can include an indiviual journey of 1/2 day (360 sales assessment, individual debrief & individual coaching)

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languages

EN - FR

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modalities

Virtual Classroom and invidual coaching (optional)

This program aims at mastering commercial skills and customer intimacy in a context of Sales and Partnerships at Engie. It allows to deep dive in successful bahaviours, relation and leadersip skills to propose the best customer experience.
The singular approach of this learning journey is to go from know-how to show-how!

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Objectives

  • > Preparing client meetings strategicallyInfluence effectively
  • > Successful attitudes in client meeting
  • > Questions to earn the trust
  • > Dealing with objections
  • > Understanding client benefits and values
  • > Proposing offers and convince client
  • > Close deals

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They tell you about it

  • All the principles are very applicable to all segments of sales

  • I liked the overall sharing that we usually don't have on different stages of sales cycle

  • I liked how the lessons are learned interactively, using role play

Planning

Optionally, we can start the journey by a one hour KICK OFF to introduce the learning goals and expectations from participants and to plan the 360 individual assessment and individual debrief.

Bring selling back to the essence.
Understand the definition of selling and learn how to ‘sell’ oneself’
Optimize impact with subtle eye for detail (laws to influence)
Be triggered and understand how your perceptions influence your success

Learn how to use your network and make them sell for you: assuring active references
Reflect on your ability to generate client proximity by applying the ‘trust equation’ to your business reality
Learn the technique to’ break the ice’ and make your client opening up in a conversation.
Grasp the power of questions, active listening, influence positively, dealing with objections and creating trust through an engaging case
Learn the technique to’ break the ice’ and make your client opening up in a conversation

Be ready to challenge your customer
Embrace opinions and emotions by acknowledging the client’s key stakeholders.
Receive and collect feedback to grow and learn
Prepare your client meeting in such a way that sudden surprises are responded to with confidence and expertise. Practice the toolbox
Engage in client conversations, speaking their language. Translate Engie’s Unique Selling Proposal into specific client benefits

Learn and practice echniques for deepening and pertinent questions to discover the real needs of the clients
Learn how to present an offer and get feedback by all on both content and form of your proposal
Learn who to influence in the ‘Decision Making Unit’ and identify the chances of success
Show assertiveness by using a doctor’s attitude and gain commitment from your counterpart

Prerequisite

None

Teaching approach

Individual 360 Sales Assessment and debrief (optional)

  • Classroom training of 8 people max for 1 trainer & 16 people max by session with 2 trainers
  • Experiential training with team activities & role plays
  • Action learning Assignment
  • Individual Coaching (optional)

Modality

Virtual Classroom and invidual coaching (optional)

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