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Up Your Business Game

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“I LOVE WORKING WITH YOU!”

Is this the kind of feedback you’d like to be getting from your co-workers, managers, partners and customers?

Do you dream about being able to:

Be more persuasive in getting your ideas across to a peer, a higher-up in your organization or an internal/external customer?
Answer opponents’ or competitors’ questions or arguments more compellingly?
Make your customers so happy with the services they’re getting from you that they automatically think of you for future needs?

Did you know that:

Only 50% of your customers’ satisfaction levels comes from technical proficiency?
Your expertise may have drawn your customers to you, but it’s not enough to keep them.

50% → 100%!

Tailoring your strategies to meet your customers’ needs, expectations and concerns is the key to making up the difference.

Presentation

GOALS

Learn tools and strategies to:

Be more influential and inspire more confidence
Strengthen your credibility
Be proactive, even when a customer is on the fence
Make your outreach efforts a priority
Get your partners’ buy-in
Manage sensitive situations
Effectively seize promising business opportunities.

IS THIS FOR YOU?

Are you regularly called upon to deal with co-workers, managers, customers and/or partners?
Are you looking to find out where you fit in your team or have people accept you in your new role?
Would you like to gain the trust of your customers and associates?
Do you need help salvaging damaged or strained business relationships?

SPECIAL FEATURES

Course and workshops during which you will acquire helpful techniques that can be used to address real-life issues.

Accredited by the Canadian Professional Sales Association as part of Executive Education HEC Montréal’s Certification Programs for Sales Professionals.

ADDITIONAL INFORMATION

A copy of the book Ne vous arrêtez plus au rouge! (Liette Monat) will be distributed to all participants.

Program

Positioning and marketing of ideas

Understand the stages involved in developing a business relationship
Tools for deciphering the issues at play in a business scenario
Grid for analyzing the characteristics of various stakeholders
Techniques and tools for moving forward with a business initiative
Developing a plan: Choice of attitude, strategy, message and means for taking action
Review of your interpersonal and strategic skills

Effective strategy and action

Adapt your strategy and approach based on key issues and stated objectives

Present an idea or a project
Sell a professional service in person or in writing
Earn visibility and recognition
Encourage and guide collaborative efforts
Manage sensitive or conflict-ridden situations
Anticipate and address questions and objections
Conclude service agreements
Foster sustainable, lucrative business relationships
Measure the effectiveness of interpersonal relations in a business context

TRAINING APPROACH

Business case analysis
Situational exercises
Self-analysis of initiative-taking skills

Instructors

Paule Marchand

MBA

Trainer, coach and lecturer, Satellite