Blog
Articles on the latest trends in business, sales, customer service, web, SEO and management.
The AIDA technique was developed in the late 1800s by an American advertiser, Elias St. Elmo Lewis. It is based on the stages a customer goes through before buying and taking action. To learn more, you can take our online sales course. The stages Applications Its applications are especially obvious in advertising, but also in […]
Donald Trump is now imposing 25% tariffs on Canada, changing his mind and rates every day, and will soon be imposing them on Europe. This is easy enough for everyday consumer goods, much less so for social networks and digital communications, partly because we’re used to it, and partly because we think that, since we […]
Artificial intelligence is now available to everyone, and every salesperson should use it to increase sales and easily develop new markets. In this article, we offer a practical example that any salesperson or sales manager can carry out with the free tools available to them. To learn more, you can also take our online sales […]
There are now six chatbots using artificial intelligence. Which one is the smartest, and what are their strengths? When to use them? We’ve asked each of them the same question, so you can judge the quality of their answers and choose the one that suits you best. Here’s the question we asked them: which is […]
I decided to ask the same question, “how to sell”, to the two main artificial intelligence tools of the moment, OpenAI’s ChatGPT and Microsoft’s Copilot. Here are their answers, followed by the practical conclusions I draw from them. To learn more, you can also take our online sales course. How to sell from Chat GPT […]
Complementary selling consists of adding another sale for the same customer in order to improve their satisfaction while increasing the bill. To learn more, you can also take our online sales course. Complementary and enriched sales Complementary selling aims to add a product or service so that the offer is more complete, whereas upselling consists […]
The SBAM technique is perfect for customer service and sales in-store, at trade shows and fairs. It’s simple, easy to apply and covers the key points of service. Issues All too often, when we walk into a store, no one notices us, or a waiter glances at us, notices us and then goes back to […]
The BEBEDC sales technique is a method for checking the key points of a B2B sale. It is a sieve for selecting the requests and quotes that can bring in the most. It is a method for building a quality pipeline. To learn more, you can also take our online sales course. The BEBEDC technique […]
The elevator pitch is a communication exercise that aims to present the benefits of your project to someone in 30 seconds to 2 minutes. In French, it is called an « argumentaire éclair ». To learn more, you can also take our online sales course. The principles Some studies show that a person only has […]
Among sales techniques, the ADAPAC method makes it easy for a beginner salesperson to memorize the stages of a sale. To learn more, you can also take our online sales course. There is also the PADAPACS variant, which adds Preparation before the approach and Follow-up after the close. ADAPAC – Sales techniques: steps The approach […]
Some people think that it’s impossible to learn to sell, that you’re born a salesman, that you’re not an innate salesman, that it’s better to look for another profession. Of course, some personality types are more inclined than others, but the good news is that sales can be learned, and is accessible to everyone. I […]
BANT is a sales technique that is more about filtering customers by their level of interest than about selling. It is therefore a good idea to use it alongside a technique such as SPIN or SOS. To learn more, you can also take our online sales course. The BANT technique Benefits Disadvantages How to apply […]
Upselling Upselling is a sales technique that consists of selling the customer a more expensive product than the one they intended to buy. To learn more, you can also take our online sales course. The different types of upselling Sales techniques for upselling Preparation Questions to ask the customer How to argue for upselling during […]
Sales prospecting is becoming more and more difficult, and many now prefer digital marketing, yet it is still the best way to grow your business. We present the different strategies and how to put them into practice. To learn more, you can also take our online sales course. Telephone prospecting Telephone canvassing is the best […]
The DISC sales technique has been very popular for a few years. It is based on analyzing customer profiles in order to adapt to them and optimize your communication and persuasiveness. To learn more, you can take our online sales course. Principles of the DISC sales method The technique is a psychological analysis of the […]
The SNAP sale technique is unusual: it does not suit every sale, not every salesperson accepts it, and it is often poorly described, probably because those who describe it are not real salespeople. I have had the opportunity to see it used by exceptional salespeople and manipulators, and I describe it to you in detail. […]
The Challenger Sale technique, developed by the Americans Dixon and Adamson, is the one most talked about today. They believe that selling is getting harder and harder in today’s world, and that some salespeople, the challengers, do much better than the average and work differently, by not being afraid to challenge their customers. To learn […]
Here you will find a comprehensive list of current sales techniques, with their advantages and drawbacks and the context in which they should be used. You can then choose the sales method that suits you best, depending on your industry and your personality. If you want to learn more, take our online sales course. SONCAS […]
RFM is a method for segmenting the customers of an online or traditional store in order to determine the best follow-up for them, optimize the use of the available sales and promotion resources, and increase sales by optimizing resources. To learn more, you can take our online sales course. The RFM in-store sales method Here […]
The SPIN sales technique comes from the United States. It relies on understanding the customer’s situation, highlighting their problem and its consequences, then the benefits of our solution. Unlike other methods such as the CAB technique, the key point here is not to offer a solution before the customer understands that they have a problem. […]
The SOS global solution sales technique is an advantageous replacement for cross-selling and upselling techniques, thanks to a global solution that will best satisfy the customer through a combination of products and services that you offer because you are the specialist in your field. The idea is not to try to add extra products one […]
The CAB sales technique is simple and perfectly suited to repetitive, simple sales of products and services, while taking customer expectations into account. It is a structured sales technique based on the product, but taking the customer’s needs into account. To learn more, you can take our online sales course. Description of the technique Benefits […]
SONCAS is the best-known method for categorizing customer motivations. Salespeople know that you don’t sell features, you sell profits, and there are millions of products and services to sell, and therefore millions of possible profits. The advantage of the SONCAS method is that it categorizes every purchase into just 6 motivations that are easy to […]
Many companies want to conform to the doxa and play the game of wokism to try and increase their sales, and they’re heading for bankruptcy. This phenomenon is not new to Anglo-Saxons, and is even described by the hard-to-translate expression “Go woke, go broke”. woke companies There are a number of cases, which we shall […]
One summer vacation in Brittany, the family decided to eat at a crêperie. My sister gave me the name and the time, and we met there at 8.30pm, but there was no one there. After 20 minutes of waiting, I decided to start trying to call the other participants, and ended up learning that the […]
Some negotiations can be very short, but a negotiation generally follows these stages. AND REMEMBER, A BAD DEAL IS BETTER THAN A GOOD JUDGMENT! Jean-Pierre Mercier To learn more, you can take our online sales course. Our online sales course All our online courses
You have to sell yourself for everything: raise your salary, change jobs, get an assignment, find a job, join a charity. We’ll show you the difficulties and techniques involved in selling yourself both in general and more specifically during a recruitment interview. I’d like to share with you my experience as a consultant, but also […]
Reformulation is unfortunately the part most often forgotten by salespeople. Yet it is key to the success of the sale. Depending on the sales school, reformulation may take place at the end of discovery to verify information, or at the beginning of reformulation. For us, it’s a pivotal stage in its own right, to emphasize […]
Social networks are evolving, and evolving fast. Their role is growing so much that they are taking readers away from the traditional media, which defend themselves by claiming that their information is verified and reliable. This may seem obvious to the general public, but those who are interested in current affairs know that the major […]
To increase sales, the best preparation enables the best improvisation during the sale itself, which is the first step to success.
Discovery on sale is the most important stage of the sale, because it’s when we understand the customer’s need, or even create that need. Discovering the need isn’t very difficult: just ask him what he’s looking for. On the other hand, it’s quite dangerous, because if they’re looking for a product or service you don’t […]
Many financial advisors feel that the figures set by their management are too high, that they are already working too hard, that the pressure is too great. Why? because they don’t know how to sell financial products or services, even though this can be learned. And yet the best sometimes sell three times as much […]
Distance selling has become indispensable for any salesperson who lives with the times, and even becomes a necessity for survival in the event of a pandemic when almost everything is closed. It’s become so important that I recommend recruiting your remote salespeople to see how well they’ve mastered the technology. Here are the winning recipes […]
The containment measures will disappear, but it is it is clear that habits are going to change for good, in general and in the sales in particular. Paradoxically, this will help imaginative companies to recruit better salespeople for new practices who will stay. We’ve already described the advantages of using search engines to find a […]
The conclusion or closing of the sale is key, because without the success of this stage there is no sale, and therefore nothing for the seller. A good salesperson who doesn’t know how to close is a salesperson who has prepared the ground well for a competitor’s sale to his or her customer, in short, […]
SMEs and start-ups are all the rage these days. These companies are highly valued, characterized by their dynamism and perceived as veritable idea factories.But small businesses don’t always have access to large financial resources, so they have to be particularly creative when it comes to marketing and sales strategies.On the web, it’s particularly complex to […]
During my sales training sessions, I often hear employees reply: “I was hired to do customer service, not sales”. The question to ask is whether or not sales and customer service are the same thing. In the public sector Clearly, if the employee is part of a service-only organization, such as a government agency, there […]
Instagram has over 800 million users worldwide, 9 million in Canada and 16.4 million in France. The network is considered to be dynamic and creative, and its rapid growth has quickly attracted brands who have bet rightly on it as a cutting-edge communication channel, especially among young people, some of whom are now abandoning Facebook. […]
A good product or service salesperson needs to know exactly what he or she is selling, believe in it, establish a relationship with the customer, understand or create his or her needs, respond to objections, close the sale, follow up and also publicize his or her offer on social networks. Know your product or service […]
How do I use LinkedIn? Your company is growing, you’ve gone through the various stages of launching it, creating a website, prospecting for customers, launching your product…However, you’re looking for new ways to develop your business. But you still need to know which one to use and how to use it.In this article, we’ll give […]
What are the stages in selling a product or service? how to sell this product? Here’s a simple method for optimizing every key selling point. The profiles of good salespeople are different, but the stages of a sale have the advantage of being the same for all sales reps, with only the sales pitch changing. […]
