Coaching Finelis n°9

Identify the Four Key People in the Sale or the 4 "Buying Influencers"... (Economic Sponsor, Functional Sponsor, Technical Sponsor & the "Internal Coach")

Optimize your sales strategy by identifying the four key influencers in the buying process.

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.

Formations commerciales pour dirigeant et équipes

Coaching Objectives

– 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.

Coaching Program

List of Modules with Objectives and Expected Outcomes:

1

Module 1: Introduction to Buying Influencers (BI)

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.

Module 2: Identification of the Economic Influencer

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.

2
3

Module 3: Identification of the Technical 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.

Module 4: Identification of the Functional Influencer

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.

4
5

Module 5: Identification of the Internal Coach (B4)

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.

Module 6: Development of Customized Strategies

Objectives:

Create customized sales strategies for each type of influencer.

Expected Outcomes:

Specific action plans to engage and persuade each Buying Influencer.

6
7

Module 7: Practical Applications and Case Studies

Objectives:

Apply the learned concepts to real sales scenarios.

Expected Outcomes:

Analysis of real cases with the identification and engagement of Buying Influencers.

Support by an expert coach in strategic sales

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.

Methodology Used During Coaching:

The methodology used in this coaching program is based on a combination of theoretical and practical approaches, aimed at ensuring a deep understanding and effective application of strategic sales concepts.

Theoretical Approach:

  • Structured Courses: The training modules are designed to provide a solid theoretical foundation. Each module is structured to present key concepts in a clear and concise manner.
  • Educational Materials: Detailed course materials, case studies, recommended readings, and explanatory videos will be provided to deepen participants’ understanding of the concepts.

Practical Approach:

  • Practical Workshops: Interactive workshops will be organized to allow participants to practice the concepts they have learned. These workshops will include exercises, sales simulations, and role-playing activities.
  • Real 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 the coaches.
  • Case Studies: Real-life case studies will be analyzed to illustrate the application of strategic sales concepts in different contexts and industries.

Evaluation 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 continuous feedback from their coaches to help them identify their strengths and areas for improvement. The feedback will focus on individual performance and progress made.

Post-Coaching Follow-Up:

  • Ongoing Support: After the coaching program ends, participants will benefit from continuous 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 sales concepts but also develop the practical skills necessary to apply them effectively in their careers.

Deliverables

What participants will have created by the end of the coaching program

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.

Practical Information

Duration of the Coaching

  • Total Length: 3 weeks
  • Session Structure:
    • Two (2) sessions of 45 minutes each
    • One (1) session of 30 minutes for feedback and debrief

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.

Practical Information

Cost of Coaching

  • Program Cost: €800 per participant, with financing options available if needed.
  • Individual Session Cost: €300 excluding tax for a single initial session with no commitment to a longer duration.

This program can be launched during peak periods as well as during quieter times, including summer.

[Reserve Your Session]

 

FAQ on Coaching Process

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.

Coaches and Facilitators

Jean-Charles Spanelis, Expert in Business Strategy

Jean-Charles Spanelis

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:

  • EDHEC Business School, Major in Market Finance (Alumni Class of 2001)

Experience:

  • Consultant, Entrepreneur, and Operational Sales Strategy Coach (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, Customer Relationship Management, Sales Coaching, Consulting and Project Support.

LinkedIn Profile

Bonuses and Resources

Additional Resources Provided

  1. Access to Exclusive Resource Library:

    • E-books and Practical Guides: Access a collection of guides and e-books on best sales practices, negotiation techniques, and customer relationship management.
    • Real-World Case Studies: Detailed analyses of successful strategic sales cases, allowing participants to understand and apply proven strategies.
    • Templates and Models: Customizable 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 the masterclass sessions.

    Monthly Webinars:

    • Thematic Webinars: Access to monthly webinars on specific topics related to strategic sales, negotiation, and customer relationship management.
    • Available Replays: Replays of the webinars are available for viewing at any time if you are unable to attend live.

    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 support each other in applying the concepts learned.

    Professional Tools and Software:

    • CRM Tools: Use leading CRM software for managing customer relationships and optimizing sales processes.
    • Prospecting and Automation Tools: Access to prospecting and sales automation tools to enhance efficiency and productivity.

    Personalized Post-Coaching Support:

    • Follow-Up Sessions: Follow-up sessions with coaches to assess post-coaching progress and adjust strategies based on evolving needs.
    • Individual Consultations: Additional consultations with coaches for personalized advice and ongoing support.

Registration

Successful Sales Department

Registration Process:

  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 using your chosen option (installment payments available).
  4. Orientation Session:

    • Participate in the orientation session to meet the coaches and other participants, and get a detailed introduction to the program.
  5. Start Coaching:

    • Begin your coaching journey with the first online session, followed by workshops and individual coaching sessions.

Upcoming Session and Important Dates

Upcoming 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 Sessions:

  • 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

References

They Trust Us

Clients of all sizes in France, Europe, and beyond:

Innovative startups needing to develop their sales

Large international groups needing to advance their teams

Do you want to boost your business?

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!

Discover everything about Fineli

logo Finelis

At Finelis, with our experienced team and excellent processes, we can cover all your sales channels as well as your marketing and CRM needs.