The coaching program “Basic and Advanced Concepts of Strategic Selling (Theory and Practice)” is designed for professionals seeking to deepen their knowledge and skills in strategic selling.
This intensive program covers both the fundamentals and advanced techniques of selling, combining theory with practical exercises to ensure direct and effective application in a professional context.
Whether you are a beginner or have previous sales experience, this coaching will provide you with the tools needed to develop solid and effective sales strategies.
Enhanced skills: Participants will emerge from this coaching with a solid and operational understanding of best practices in strategic selling, enabling them to increase their effectiveness and conversion rates.
Professional growth: By mastering both basic and advanced concepts, participants will be better prepared to take on leadership roles in sales and advance in their careers.
Networking and Mentorship: By working alongside expert coaches and interacting with other professionals, participants will benefit from valuable networking and mentorship opportunities.
Measurable Results: With proven techniques and strategies, participants will be able to generate tangible and measurable results, enhancing their performance and that of their organization.
This coaching is a unique opportunity for anyone looking to excel in the field of strategic selling, supported by comprehensive training that combines theory and practice.
Objectives:
– Understand the basics of strategic selling.
– Identify the differences between transactional selling and strategic selling.
– Learn the key stages of the strategic selling cycle.
Expected Outcomes:
– Participants will have an overview of the fundamental principles of strategic selling.
– They will be able to differentiate between transactional and strategic approaches.
– They will understand the essential stages of the strategic selling process.
Objectives:
– Learn effective prospecting techniques.
– Develop skills in researching and qualifying leads.
– Use modern tools for prospecting.
Expected Outcomes:
– Participants will know how to identify and reach qualified leads.
– They will have established a structured prospecting process.
– They will master the use of prospecting tools to optimize their efforts.
Objectives:
– Develop persuasive presentation skills.
– Learn to tailor demonstrations to client needs.
– Use visual and narrative techniques to engage the audience.
Expected Outcomes:
– Participants will be able to create and deliver impactful presentations.
– They will know how to adjust their message based on client expectations and needs.
– They will master the use of visual tools and techniques to enhance their proposal.
Objectives:
– Learn advanced negotiation techniques.
– Manage client objections and resistance effectively.
– Close sales in a way that is satisfactory for both parties.
Expected Outcomes:
– Participants will be capable of handling complex negotiations.
– They will effectively address client objections and concerns.
– They will master closing techniques to successfully finalize sales.
Objectives:
– Understand the importance of Client Relationship Management (CRM).
– Implement retention strategies.
– Use CRM tools to track and manage client relationships.
Expected Outcomes:
– Participants will be able to manage and track client relationships effectively.
– They will know proven strategies for customer retention.
– They will be proficient in using CRM systems to optimize client relationship management.
Objectives:
– Explore complex sales strategies suited for large enterprises.
– Understand multi-level sales and extended sales cycles.
– Apply advanced techniques for successful strategic selling.
Expected Outcomes:
– Participants will have a deep understanding of advanced sales strategies.
– They will be able to manage extended sales cycles and multi-level sales.
– They will master the techniques needed to succeed in complex sales environments.
Objectives:
– Learn how to analyze sales performance.
– Use key performance indicators (KPIs) to evaluate the effectiveness of sales strategies.
– Implement a continuous improvement process.
Expected Outcomes:
– Participants will know how to analyze their sales performance.
– They will be able to identify relevant KPIs for their business.
– They will be able to implement processes to continuously improve their strategies and results.
This comprehensive coaching program covers all essential and advanced aspects of strategic selling, providing participants with the skills and knowledge needed to excel in their field.
Each participant in the “Basic and Advanced Concepts of Strategic Selling (Theory and Practice)” coaching program will receive personalized guidance from an expert strategic sales coach. This support is designed to provide ongoing, tailored assistance throughout the program, ensuring that each participant maximizes their benefit from 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 held regularly to discuss progress, goals, and personalized strategies. These sessions will allow for the content of the coaching to be tailored to the specific needs of each participant.
Discussion Groups and Interactive Workshops: In addition to individual sessions, participants will have the opportunity to join discussion groups and interactive workshops to exchange ideas, share experiences, and learn from one another. These group sessions will foster collaborative learning and practical application of the concepts taught.
.The methodology used during this coaching program is based on a combination of theoretical and practical approaches, designed to ensure a deep understanding and effective application of strategic selling concepts.
Theoretical Approach:
– Structured Courses: Training modules are designed to provide a solid theoretical foundation. Each module is structured to present key concepts clearly and concisely.
– Educational Materials: Detailed course materials, case studies, recommended readings, and explanatory videos will be provided to deepen understanding of the concepts.
Practical Approach:
– Interactive Workshops: Interactive workshops will be organized to allow participants to practice the concepts learned. These workshops will include exercises, sales simulations, and role-playing.
– Real-World Projects: Participants will work on real projects or scenarios based on actual sales situations. This will enable them to apply sales techniques in a practical context and receive constructive feedback from coaches.
– Case Studies:
Real-world case studies will be analyzed to illustrate the application of strategic selling concepts in various contexts and industries.
Assessment and Feedback:
– Regular Assessments: Regular assessments will be conducted to measure participants’ progress. These assessments will include knowledge tests, practical exercises, and performance evaluations.
– Continuous Feedback: Participants will receive ongoing feedback from their coaches to help them identify strengths and areas for improvement. Feedback will be focused on individual performance and progress made.
Post-Coaching Follow-Up
– Ongoing Support: After the coaching program ends, participants will benefit from continued support to help them apply the skills acquired in their work environment. This support may include follow-up sessions, consultations, and additional resources.
– Peer Network: Participants will be part of a network of peers and coaches, allowing them to continue exchanging ideas, best practices, and professional opportunities.
This integrated and comprehensive approach ensures that participants not only gain a theoretical understanding of strategic selling concepts but also develop the practical skills necessary to apply them effectively in their careers.
By the end of the “Basic and Advanced Concepts of Strategic Selling (Theory and Practice)” coaching program, participants will have developed and created several tangible and useful deliverables that demonstrate their understanding and ability to apply strategic selling concepts. These deliverables will be practical tools they can use in their daily work to enhance their sales performance.
Examples of Coaching Deliverables
Structured Prospecting Plan
– Description: A detailed prospecting plan including steps for researching, qualifying, and contacting leads.
– Usefulness:
This plan will help participants identify and effectively reach qualified prospects, thereby increasing their sales pipeline.
Customized Sales Scripts
– Description: Sales scripts tailored to various client types and sales situations, including conversation openers, product presentations, and objection handling techniques.– Usefulness: These scripts will enable participants to conduct more effective and persuasive sales conversations.
Persuasive Sales Presentation
– Description: A well-structured and visually appealing sales presentation designed to capture client attention and highlight the benefits of products or services.
– Usefulness: The sales presentation will help participants communicate clearly and convincingly, increasing their chances of closing sales.
Advanced Negotiation Strategy
– Description: A detailed negotiation plan including advanced negotiation techniques, objection management tactics, and closing strategies.
– Usefulness: This strategy will enable participants to conduct more effective negotiations and secure favorable agreements for their business.
Client Follow-Up and Relationship Management Process
– Description: A structured client follow-up process, including regular communication plans, CRM tools, and retention strategies.
– Usefulness: This process will help participants maintain strong client relationships, fostering loyalty and repeat sales.
Marketing and Growth Roadmap
-Description: A detailed roadmap for marketing and growth initiatives, including goals, specific actions, and deadlines.
-Usefulness: The roadmap will guide participants in implementing their growth and marketing strategies, ensuring a coherent and structured approach.
Performance Analysis and KPI Report
-Description: A performance analysis report including key sales performance indicators (KPIs), result analyses, and improvement recommendations.
– Usefulness: This report will allow participants to track and evaluate their sales performance, identify areas for improvement, and make data-driven decisions.
Personalized Action Plan
– Description: A personalized action plan for applying strategic selling concepts and techniques in the specific context of the participant’s business.
– Usefulness: This action plan will provide participants with a clear roadmap, enabling them to immediately implement what they have learned during the coaching.
These deliverables will allow participants to showcase their expertise in strategic selling and provide them with concrete tools to improve their performance and achieve their sales goals. By working on these deliverables, participants will directly apply theoretical concepts in practical contexts, reinforcing their learning and confidence in their skills.
Coaching Duration
Total Duration:3 weeks
Sessions:
– Session 1: 45 minutes
– Session 2: 45 minutes
– Session 3:30 minutes (Feedback & Debriefing)
The complete format of each program (Session 1 – 45 min, Session 2 – 45 min, Session 3 – 30 min Feedback & Debriefing) is ideally suited for executives, sales managers, and marketing professionals to accelerate their sales and assist them in making optimal decisions.
We can organize group sessions, but they are limited to 5 participants to ensure maximum effectiveness and interactivity.
This program can be launched during both peak periods and off-peak times, including summer.
This individual format is applicable to anyone, regardless of their role, including departments outside of Sales and Marketing.
Cost: 800€ per participant, with financing options available if needed.
For single coaching sessions (first session without commitment to duration), the price is 300€ plus tax. Book your session via this link: [Book your session]
Each coaching session consists of a theoretical part where the concepts are explained in detail, followed by a practical part with exercises and simulations. Participants can 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 the recording at your convenience.
Yes, each participant will receive detailed course materials, case studies, explanatory videos, and practical tools to use during and after the coaching.
In addition to coaching sessions, participants have access to online discussion forums, additional resources, and Q&A sessions with the coaches.
You can sign up 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 timeframe.
Yes, we strive to make our training accessible to everyone. Please contact us to discuss your specific needs so that we can adjust the program accordingly.
This coaching will provide you with enduring skills in strategic sales, significantly enhancing your effectiveness and performance. You will also benefit from an extended 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 for success.
Jean-Charles Spanelis
Expert in Business Strategy
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 recognized for his ability to create and implement complex sales strategies tailored to B2B and B2C environments.
Training:
– EDHEC Business School, Major in Market Finance (Alumni Class of 2001)
Experience:
– Consultant, Entrepreneur, and Coach in Operational Sales Strategy (2021-Present)
– Director of Software Sales for Risk and GRC (2016-2020)
– Director of Software Sales for Portfolio Management and Fintechs/Regtechs (2007-2015)
Skills:
– Sales Strategy, Finance & Technology Expertise, Advanced Negotiation, Client Relationship Management, Sales Coaching, Consulting and Project Support.
LinkedIn Profile
Additional Resources Offered
Access to an Exclusive Resource Library:
– E-books and Practical Guides: Access to a collection of guides and e-books on best sales practices, negotiation techniques, and client relationship management.
– Real Case Studies: Detailed analyses of real successful strategic sales cases, allowing participants to understand and apply proven strategies.
– Templates and Models: Customizable templates for sales scripts, prospecting plans, presentations, and performance reports for direct application in your work.
Live Masterclasses with Experts:
– Masterclass Sessions: Participate in live sessions with renowned industry experts covering advanced topics in strategic sales and sharing valuable insights.
– Q&A Sessions: Opportunities to ask questions and receive detailed answers from experts during masterclass sessions.
Monthly Webinars:
– Thematic Webinars: Access to monthly webinars on specific topics related to strategic sales, negotiation, and client relationship management.
– Available Replays: Replays of webinars are available for consultation at any time in case of absence.
Access to an Online Community:
– Discussion Forum: Join an active community of participants and alumni to exchange ideas, share experiences, and ask questions.
– Collaborative Workgroups: Participate in workgroups to collaborate on projects and assist each other in applying the learned concepts.
Professional Tools and Software:
– CRM Tools Access: Use of leading CRM software for client relationship management and sales process optimization.
– Prospecting and Automation Tools: Access to prospecting and sales automation tools to enhance efficiency and productivity.
Personalized Post-Coaching Follow-Up:
– Follow-Up Sessions: Follow-up sessions with coaches to assess progress post-coaching and adjust strategies according to evolving needs.
– Individual Consultations: Additional consultations with coaches for personalized advice and ongoing support.
1. Fill Out the Registration Form: Complete the online form with your personal and professional information.
2. Confirmation of Registration: You will receive a confirmation email with program details and payment instructions.
3. Payment: Make the payment according to the chosen option (installment payment available).
4. Session: Attend the orientation session to meet the coaches and other participants, and receive a detailed introduction to the program.
5. Start of Coaching: Begin your coaching journey with the first online session, followed by workshops and individual coaching sessions.
Next Session and Important Dates
– Next session:
– Start Date: July 15, 2024
– End Date: September 6, 2024
– Important Dates:
– Registration deadline: July 8, 2024
– Orientation Session: July 10, 2024
– First Live Webinar: July 17, 2024
– Future Session Schedule:
– Fall Session:
– Start Date: October 1, 2024
– End Date: November 22, 2024
– Registration Deadline: September 24, 2024
– Winter Session:
– Start Date: January 5, 2025
– End Date: February 27, 2025
– Registration Deadline: December 29, 2024
Clients of all sizes in france, europe, and beyond:
From innovative startups needing to grow their sales, to large international groups requiring advanced team development, we serve a diverse clientele across various regions and industries.
Creating and nurturing a steady stream of leads remains a major challenge for any business, regardless of its size, from its inception to its growth phase.
We’re here to help with that. Let’s connect to assess how we can work together!
At Finelis, thanks to our experienced team and excellent processes, we can cover all your sales channels as well as your marketing and CRM needs.