☐ Consultative selling approach B2B
☐ Consultative selling approach B2C
☐ Prospecting and appointment setting
☐ Optimize your commercial organization
☐ Argumentation and objections
☐ Commercial rebound
☐ Manage the Key Account approach
☐ Selling in difficult situations
☐ Transform your leads
☐ Cross selling - up selling
☐ Offensive selling
☐ Commercial negotiation
☐ Value-added selling
☐ Complex selling
☐ Multi-interlocutor selling
☐ Strengthen your power of conviction

 For further information about our training programs or themes, please feel free to contact us via our Chatbot, by e-mail at tmcafrique@tmcafrique.ma or by phone at +212 522 944 195. 

Learning Objectives

Upon completion of this training, participants will be able to:

• Build a sales interview plan adapted to the customer context and sales progress.
• Qualify their interlocutors' needs correctly to adapt their argumentation.
• Generate customer interest through dialogue and obtain genuine commitment.

Program and Topics Covered

• The four phases of a sales interview (opening, investigation, argumentation, conclusion) and their preparation.
• Different ways to persuade and convince and their impact on customer relationships.
• The importance of active listening as the foundation of the consultative approach.
• Customer diagnosis and probing techniques to establish it.
• Adapted argumentation (CPA / Customer Benefit).
• Handling different types of objections.
• Conclusion techniques specific to the consultative approach.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications and role-playing.

Target Audience

• Any salesperson, beginner or experienced, wishing to acquire the basics of conducting interviews in a "consultative" orientation.

Practical Details

• Duration: 3 days.
• Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Take into account context factors and customer reactions during the interview.
• Identify unreceptive customers and adopt a more offensive persuasion approach.
• Manage confrontation to restore dialogue and advance the sale.
• Use Offensive Selling techniques to achieve quick or additional sales.

Program and Topics Covered

• Review of Consultative Selling fundamentals and its limitations.
• Principles of Offensive Selling: presupposed needs, structured argumentation, and locking behaviors.
• The strategic importance of the opening and adapted hooks.
• The five conclusion techniques specific to Offensive Selling.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications and role-playing.

Target Audience

• Any salesperson wishing to improve their techniques with customers unreceptive to dialogue.

Practical Details

• Duration: 3 days.
• Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Analyze quickly the context and customer reactions to adapt their approach.
• Adopt an offensive persuasion approach with an unreceptive interlocutor.
• Manage confrontation to advance the interview constructively.
• Seize opportunities for quick or additional sales.

Program and Topics Covered

• Limitations of Consultative Selling and transition to a more direct approach.
• Principles of Offensive Selling: presupposed needs, structured argumentation, and locking behaviors.
• The strategic importance of the opening and interview preparation.
• Conclusion techniques adapted to tense sales situations.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications and role-playing.

Target Audience

• Any salesperson wishing to improve their techniques with customers unreceptive to dialogue.

Practical Details

• Duration: 2 days.
• Group size: 6 to 12 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Position the negotiation process in modern buyer-seller relationships.
• Measure commercial and financial implications to properly prepare contracts.
• Master techniques to conclude mutually profitable agreements.

Program and Topics Covered

• Difference between persuading and negotiating.
• General philosophy of negotiation and party positioning.
• Negotiation preparation: selection of qualitative and quantitative elements.
• Strategy implementation: tactics, techniques, and productive behaviors.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications through case studies and negotiation role-plays.

Target Audience

• Any salesperson wishing to improve their negotiation skills.

Practical Details

• Duration: 3 days.
• Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Identify key decision-makers and influencers at the customer to develop a relational strategy.
• Master sales behaviors adapted to each stage of the "Key Account" buying cycle.
• Understand complementarities between pre-sales, after-sales, prospecting, and internal follow-up.
• Translate these aspects into action priorities and dynamic portfolio management.

Program and Topics Covered

• Difference between traditional selling and strategic selling.
• Foundations of strategic thinking: steps, leverage theory, and implications.
• Key stages of the buying cycle and specific sales behaviors.
• Identification and management of competitive presence.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications through generic and personal case studies.

Target Audience

• Any salesperson wishing to acquire or strengthen a Key Account approach.

Practical Details

• Duration: 3 days.
• Group size: 6 to 12 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Master key success factors of a telephone interview (The 7P).
• Build a structured telephone interview plan.
• Qualify needs and adapt their argumentation.
• Present a personalized solution and overcome objections.
• Obtain genuine commitment and master the closing.

Program and Topics Covered

• The 7P (key success factors, including Preparation).
• The 4 phases of a telephone sales interview.
• Listening as the foundation of the consultative approach.
• Customer diagnosis and probing techniques.
• Handling objections and concluding the interview.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications and role-playing.

Target Audience

• Any beginner sedentary salesperson wishing to acquire the basics of conducting telephone interviews.

Practical Details

• Duration: 3 days (2 theoretical days + 1 practical day on customer portfolio).
• Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Organize their telephone prospecting sessions effectively.
• Use simple techniques to optimize their calls.
• Build personalized telephone hooks to obtain appointments.
• Handle common objections (secretary barrier, "no time", etc.).

Program and Topics Covered

• Commercial organization and priority management.
• Writing prospecting questionnaires and customer-oriented hooks.
• Questioning techniques adapted to the telephone.
• Handling objections and measuring productivity ratios.

Pedagogical Approach

• Pedagogy favors practical exercises and concrete training, particularly through real telephone sessions on prospect lists.
• Theoretical input is provided by the facilitator.

Target Audience

• Anyone in charge of prospecting and appointment setting by phone.

Practical Details

• Duration: 2 days.
• Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Act on the quality of relationships they build with their environment.
• Decode relational dynamics more precisely.
• Develop their power of influence and persuasion.
• Adopt effective behavior in difficult situations.

Program and Topics Covered

• Mobilize personal resources: analysis of functioning, stress management.
• Assert oneself and resist pressure: adapt to others, resolve relationship problems.
• Develop influence: act with empathy, make oneself understood through "living" speech.

Pedagogical Approach

• Personal reflection, exchanges, playful exercises, and simulations to facilitate progress.
• Theoretical input to structure learning.

Target Audience

• Anyone wishing to acquire or strengthen their capacity for self-assertion.

Practical Details

• Duration: 2 days.

Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Optimize time management based on their objectives.
• Prioritize and rank their tasks according to their mission.
• Identify and improve their functioning in the face of changes.
• Translate these principles into dynamic customer portfolio management.

Program and Topics Covered

• Analysis of functioning in relation to time and identification of time-consuming activities.
• Objectives and mission as the basis for priority management.
• Priority organization in the short, medium, and long term.
• Methods and action strategies, including email management.
• Development of a personal progress plan.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications through generic and personal case studies.

Target Audience

• Any salesperson, beginner or experienced.

Practical Details

• Duration: 2 days.

Group size: 6 to 10 participants

Learning Objectives

Upon completion of this training, participants will be able to:

• Understand the foundations of commercial organization.
• Define their sales cycle and associated priority actions.
• Identify parameters that allow differentiation from competition.
• Measure the importance of relationships in Buyer-Seller relationships.

Program and Topics Covered

• Fundamental customer needs to consider.
• Different ways to differentiate (before, during, after the interview).
• Steps of the sales cycle and their impact on commercial effectiveness.
• Tools to organize commercial activity and time.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications and role-playing.

Target Audience

• Any salesperson, beginner or experienced, wishing to acquire the basics of commercial organization.

Practical Details

• Duration: 2 days.

Group size: 6 to 12 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Adopt an attitude and questioning strategy adapted to customer demand.
• Qualify customer needs correctly and adapt their argumentation using in-store items.
• Take into consideration fundamental customer needs in a consultative selling dynamic.

Program and Topics Covered

• The four phases of in-store selling (Welcome, investigation, argumentation, and conclusion).
• Key success factors to meet fundamental customer needs.
• Visual aid: progressive valorization of items to build adapted argumentation.
• Different locking and conclusion techniques specific to in-store selling.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications and role-playing.

Target Audience

• Anyone, beginner or experienced, wishing to acquire the basics of in-store selling.

Practical Details

• Duration: 2 days.
• Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Adopt an attitude and questioning adapted to specific customer expectations at the counter.
• Qualify their interlocutors' needs and adapt their argumentation using visual aid.
• Generate customer interest through dialogue to obtain genuine commitment.

Program and Topics Covered

• The four phases of counter selling (Welcome, investigation, argumentation, and conclusion).
• Key success factors of welcome: self-mastery and customer typology.
• Customer diagnosis and questioning behaviors to establish it.
• Visual aid and progressive valorization approach to argue effectively.
• Different locking and conclusion techniques in counter selling.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications and role-playing.

Target Audience

• Anyone, beginner or experienced, wishing to acquire the basics of conducting interviews in counter selling.

Practical Details

• Duration: 3 days.
• Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Analyze quickly the context and customer reactions to adapt their approach.
• Adopt an offensive persuasion approach with an unreceptive interlocutor.
• Manage confrontation to advance the interview constructively.
• Seize opportunities for quick or additional sales.

Program and Topics Covered

• Limitations of Consultative Selling and transition to a more direct approach.
• Principles of Offensive Selling: presupposed needs, structured argumentation, and locking behaviors.
• The strategic importance of the opening and interview preparation.
• Conclusion techniques adapted to tense sales situations.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications and role-playing.

Target Audience

• Any salesperson wishing to improve their techniques with customers unreceptive to dialogue.

Practical Details

• Duration: 2 days.
• Group size: 6 to 12 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Act on the quality of relationships they build with their environment.
• Decode relational dynamics more precisely.
• Develop their power of influence and persuasion.
• Adopt effective behavior in difficult situations.

Program and Topics Covered

• Mobilize personal resources: analysis of functioning, stress management.
• Assert oneself and resist pressure: adapt to others, resolve relationship problems.
• Develop influence: act with empathy, make oneself understood through "living" speech.

Pedagogical Approach

• Personal reflection, exchanges, playful exercises, and simulations to facilitate progress.
• Theoretical input to structure learning.

Target Audience

• Anyone wishing to acquire or strengthen their capacity for self-assertion.

Practical Details

• Duration: 2 days.
• Group size: 6 to 10 participants.

Learning Objectives

Upon completion of this training, participants will be able to:

• Optimize time management based on their objectives.
• Prioritize and rank their tasks according to their mission.
• Identify and improve their functioning in the face of changes.
• Translate these principles into dynamic customer portfolio management.

Program and Topics Covered

• Analysis of functioning in relation to time and identification of time-consuming activities.
• Objectives and mission as the basis for priority management.
• Priority organization in the short, medium, and long term.
• Methods and action strategies, including email management.
• Development of a personal progress plan.

Pedagogical Approach

• Alternation between concise theoretical input and consolidation exercises.
• Practical applications through generic and personal case studies.

Target Audience

• Any salesperson, beginner or experienced.

Practical Details

• Duration: 2 days.
• Group size: 6 to 10 participants.