This coaching teaches you to identify the four key people in the sales process, known as Buying Influencers (BI). These influencers play specific roles in the buying process: the economic, the technical, the functional, and the internal coach. An effective sales strategy begins by identifying these influencers, allowing you to personalize your approach and maximize your chances of success.
– Understand the importance of Buying Influencers in the sales process.
– Learn how to identify the four key influencers: economic, technical, functional, and internal coach.
– Develop specific strategies for each type of influencer.
– Improve the effectiveness of your sales approach and increase your conversion rates.
– Optimize communication and negotiation with the different influencers.
Objectives
Understand the basic concepts of Buying Influencers and their importance in the sales process.
Expected Outcomes:
Knowledge of the four types of influencers and their role in the purchasing process.
Objectives:
Learn how to identify the Economic Influencer, responsible for the budget and financial aspects.
Expected Outcomes:
Techniques to engage and persuade the Economic Influencer.
Objectives:
Learn how to identify the Technical Influencer, responsible for evaluating the technical aspects of your offer.
Expected Outcomes:
Strategies to address technical concerns and gain approval.
Objectives:
Identify the Functional Influencer, who focuses on the practical and operational impact of your product or service.
Expected Outcomes:
Methods to demonstrate the functional value and usefulness of your solution.
Objectives:
Identify the Internal Coach, a key facilitator who can influence multiple aspects of the sale.
Expected Outcomes:
Techniques to gain the support of the Internal Coach and leverage their influence.
Objectives:
Create customized sales strategies for each type of influencer.
Expected Outcomes:
Specific action plans to engage and persuade each Buying Influencer.
Objectives:
Apply the learned concepts to real sales scenarios.
Expected Outcomes:
Analysis of real cases with the identification and engagement of Buying Influencers.
Each participant in the “Identify the Four Key People in the Sale or the 4 ‘Buying Influencers'” coaching program will benefit from personalized support by an expert coach in strategic sales. This support is designed to provide continuous and personalized assistance throughout the program, ensuring that each participant maximizes the benefits of the coaching.
Personalized Support: Each participant will be assigned a dedicated coach who will guide them throughout the program. The coach will be available to answer questions, provide constructive feedback, and help overcome specific challenges faced by the participant.
Individual Coaching Sessions: One-on-one coaching sessions will be regularly scheduled to discuss progress, goals, and personalized strategies. These sessions will allow the coaching content to be tailored to the specific needs of each participant.
Discussion Groups and Interactive Workshops: In addition to individual sessions, participants will be able to join discussion groups and interactive workshops to exchange ideas, share experiences, and learn from one another. These group sessions will promote collaborative learning and the practical application of the concepts taught.
By the end of the “Identify the Four Key People in the Sale or the 4 ‘Buying Influencers'” coaching program, participants will have developed and created several tangible and useful deliverables that demonstrate their understanding and ability to apply strategic sales concepts. These deliverables will be practical tools that they can use in their daily work to improve their sales performance.
What participants will have created by the end of the coaching:
– A practical guide for identifying and engaging the four Buying Influencers.
– Specific action plans for each type of influencer.
– Tools and methods to optimize communication and negotiation.
Examples of specific coaching deliverables:
– Buying Influencers Identification Guide.
– Strategic sales plans for each influencer.
– Progress tracking and action adjustment reports.
These deliverables will allow participants to showcase their expertise in strategic sales and have concrete tools to improve their performance and achieve their sales objectives. By working on these deliverables, participants will directly apply theoretical concepts in practical contexts, thus reinforcing their learning and building confidence in their skills.
The complete format of each program (Session 1 – 45 min, Session 2 – 45 min, Session 3 – 30 min feedback & debrief) is ideally suited for executives, sales managers, and marketing professionals to accelerate their sales and help them make optimal decisions.
We can organize group sessions, but we limit them to 5 participants for maximum effectiveness and interactivity.
This program can be launched during peak periods as well as during quieter times, including summer.
Each coaching session consists of a theoretical part where concepts are explained in detail, followed by a practical part with exercises and simulations. Participants have the opportunity to ask questions and receive real-time feedback.
There are no formal prerequisites for this coaching. However, prior experience in sales or business management is a plus.
All sessions are recorded and made available to participants. If you miss a session, you can watch it at your convenience.
Yes, you will receive educational materials, including detailed course documents, case studies, explanatory videos, and practical tools to use during and after the coaching.
In addition to the coaching sessions, participants have access to online discussion forums, additional resources, and Q&A sessions with the coaches.
You can register online via our website or by contacting our team via email or phone. Once your registration is confirmed, you will receive all the necessary information to start the program.
We offer a 14-day trial period. If, for any reason, you are not satisfied with the coaching, you can cancel your registration and receive a full refund within this period.
Yes, we strive to make our coaching accessible to everyone. Please contact us to discuss your specific needs so that we can tailor the program accordingly.
This coaching will provide you with lasting skills in strategic sales, significantly enhancing your efficiency and performance. You will also benefit from an extensive professional network and ongoing resources to support your professional development.
This practical information will help you plan and prepare for your participation in the coaching, ensuring you have all the resources and support needed to succeed.
Jean-Charles Spanelis has over 20 years of experience in strategic sales. Having held leadership positions in several renowned companies, he has developed deep expertise in sales management, business development, and negotiation. Jean-Charles is known for his ability to craft and implement complex sales strategies tailored to both B2B and B2C environments.
Education:
Experience:
Skills:
Access to Exclusive Resource Library:
Live Masterclasses with Experts:
Monthly Webinars:
Access to an Online Community:
Professional Tools and Software:
Personalized Post-Coaching Support:
Registration Process:
Fill Out the Registration Form:
Confirmation of Registration:
Payment:
Orientation Session:
Start Coaching:
Upcoming Session:
Important Dates:
Future Sessions:
Fall Session:
Winter Session:
Clients of all sizes in France, Europe, and beyond:
Innovative startups needing to develop their sales
Large international groups needing to advance their teams
Creating and nurturing a steady stream of prospects remains a major challenge for any business, regardless of its size, from its inception to its growth phase.
We are here to help. Let’s connect to evaluate how we can work together!
At Finelis, with our experienced team and excellent processes, we can cover all your sales channels as well as your marketing and CRM needs.
