AQT Association Québécoise des technologies

Training: Remote IT sales

Our world has changed. More than ever, business is virtualizing and the day-to-day efforts of sales teams in the IT industry are no exception. This reorganization of work brings its challenges, but also its opportunities. In such a context, how can we adjust our sales process in order to access higher levels of performance?

Organization of a productive workspace. Attitude conducive to distance selling. Online prospecting and business development techniques. Management of objections and negotiations. This six-hour training, to which is added an hour of personalized coaching, will allow the rapid adoption of reflexes with proven effectiveness. An event not to be missed for the return to growth in a transformed economy!

Goals

At the end of this training, you will be able to:

Find your points of reference in a virtual sales environment
Acquire new customers despite the distance
Maintain your sales to existing customers despite the distance
Improve your productivity through virtual sales
Complete a complete sales cycle in virtual mode

Contents

BLOCK 1 – Introduction & adjusting your sales process to a virtual environment (November 20)

How has the sale changed?
Develop and maintain the relationship at a distance
How to complete the steps of the distance selling process
Remote product demonstration
Structure of a distance selling meeting
Recognize and manage resistance in virtual sales
What tools to use and when to use them

BLOCK 2 – Do a good telephone prospecting & carry out online business development (November 27)

Use the phone efficiently
Positioning statements
Give your prospect a reason for wanting to meet you
Make virtual appointments
Introduction to social selling
Generate leads through social selling
Reach new markets

BLOCK 3 – Best Practices for Virtual Delivery (December 4)

Organize a productive workspace remotely
Control your environment (noise, distractions, connection) and manage expectations
Equipment – the 3 keys: sound, image, light
Platforms – advantages and disadvantages
Tactics to develop sales virtually
Motivate yourself from a distance and replace proximity
Manage objections and negotiate remotely
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Regular rate: $ 495
Preferential rate for AQT members

The training was designed for outside sales representatives and inside sales representatives, as well as sales managers, regardless of their level of experience.

Friday, November 20, 2020 to Friday, December 4, 2020

From 9 am to 11 am

Member Preferential rate for AQT members
Non-member $495

Biographie du Conférencier

An expert in sales growth, Frédéric Lucas is recognized as the person who tells business leaders what they need to hear, and not what they want to hear. They value the breadth of its expertise, the science that supports the framework of its work and the predictability of its observations and advice.

Prima Resource has helped more than 200 companies in their sales transformation by delivering results in terms of growth, profitability of sales, efficiency and development of sales team members. When Frédéric founded Prima Ressource in 2007, it was with the desire to work first and foremost on the scientific causes of underperformance and overperformance within sales departments.

Finding that leaders lacked objective information about the actual capabilities of their sales organization, he built an integrated and scientific approach to understanding where businesses need help and transforming sales organizations not just at the level of their processes, but also on a human level.

Frédéric Lucas / Président Prima ressources inc.