The Winning Sales Program

The Winning Sales Program includes the 3 following parts:

1. COSSIM® Professional Sales Techniques

This module (Customer Oriented Selling Skills In Motion) is sales gold for anyone and everyone in the business. Get 40 proven winning techniques to close deals and dramatically increase revenue and margins. You’ll get techniques that are practical to use, and proven to work at each step in the sales cycle from real sales superheroes with a lifetime of experience. The training will be tailored to your business activity. Thats why we accept maximum 4 to 6 participants per session.

2. Sales Culture

You will learn what is a “top sales person”, what is the philosophy, what kind of activity you need to do, how to get motivated and feel the drive to sell and reach your sales objectives. We will inspire you to get the right state of mind, motivation of a Top Salesperson.

3. Business Planning and Territory Management

Create a winning business plan that responds to the specific needs of your target markets. And then learn to manage those market “territories” with tailored approaches that keep your sales pipeline flowing. You’ll become an expert at prioritizing prospects and winning deals in the territories that matter most.

BOOST Startup

1 Day course – 9h

8h30 – 19h00
In Dutch, French or English

COSSIM^® Professional Sales Techniques

Preparing the sales call
Passing the gatekeeper
Getting an appointment
Handling customer objections
Structure the first sales meeting
Analyzing the customer needs Efficient questioning techniques
Present your solutions (VALUE based)
Creative pricing strategies that ensure healthy margins
Closing the deal in natural way
Handling all closing objections
Techniques to turn a ‘No’ into a ‘Yes’!
Clean Exit

+ Exercises, some role plays + Sales tools: COSSIM® Sales wheel, ACASI field-tool

INTENSIVE Startup & Scaleup

2,5 Day course – 20h

8h30 – 20h00
In Dutch, French or English
Small groups of max. 4 participants

1. COSSIM^® Professional Sales Techniques

2. ‘Sales Culture’ Module

The Sales Culture: What? Importance? How?
The business plan, opportunities and outlook
Organization of the salesperson
Time Management
Relationship management
The selling cycle and its different steps
The different contact levels
Contact strategies
Preparing the sales call
Passing the gatekeeper
Getting an appointment
Handling customer objections
Structure the first sales meeting
Analyzing the customer needs
The art of listening & silence
The questioning structure – ‘ACASI’
Efficient questioning techniques
Present your solutions (VALUE based)
Presentation/Demonstration structure
Creative pricing strategies that ensure healthy margins
Closing the deal in a natural way
Handling all closing objections
Techniques to turn a ‘No’ into a ‘Yes’!
Clean Exit
Customer follow-up methods
Building long term relationship
CRM reporting

+ Lots of exercises and 1/2 day role plays + Online assignments, corrected & feedback + by the trainer + The COSSIM® Certification + Sales tools: COSSIM® Sales wheel, + ACASI field-tool, business plan & outlook + tools & activity management tools

EXTENDED Corporate

3,5 Day course – 28h

8h30 – 18h00
In Dutch, French or English
Small groups of max. 6 participants

1. COSSIM^® Professional Sales Techniques

2. ‘Sales Culture’ Module

3. ‘Territory Management’ Module

All elements of course program 2 +

Preparation of the territory
Market segmentation – market approach
Prioritization of your customer visits
The business Urgency Scale & Priority Matrix
Compose your business plan
The SMART quota
The Scoreboard
The Business Opportunity List (BOL)
The Qualified Opportunity List (QOL)
The Monthly Outlook List (MOL)
Sales Activity Management
Coverage: Hunting and farming
The sales activity planning
Optimization of your sales activity
Follow-up of the business plan
The health check
Adjustment of the business plan

+ Lots of exercises and 1/2 day role plays + Online assignments, corrected & feedback + by the trainer + The COSSIM® Certification + Sales tools: COSSIM® Sales wheel, + ACASI field-tool, business plan & outlook + tools & activity management tools

Philippe Szombat

Your Coach (FR/EN)

Philippe Szombat is an international sales expert and keynote speaker specialized in entrepreneurship, startups and scale-ups. He has worked 15 years for Fortune Global 500 companies such as XEROX, HP, Unisys and Oracle.
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Pascal Pytel

Your Coach (NL/EN)

Pascal Pytel is the godfather of sales and has nearly 30 years of experience as a sales, sales manager, recruiter and trainer for top, global companies in the high-tech industry.
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