Sales & CSR
Highlight your CSR strengths in your sales pitch
Sales teams are increasingly exposed to their customers’ expectations (B2B/B2C) regarding the responsibility of their company or the products/services they sell. Responses to calls for tenders, discussions on the subject with their prospects and customers, etc.
Sales representatives are the best ambassadors for the company when it comes to listening to weak market signals, identifying the needs of prospects/customers and turning CSR into opportunities.
Goals
- Understanding CSR issues in your sector of activity
- Knowing how to identify your customers’ needs and expectations
- Knowing how to talk about your company’s CSR approach
- Mastering the discourse around your offerings and their societal benefits
- Knowing how to handle questions and objections from your customers
Program
UNDERSTANDING AND ANALYSING TRENDS
- Key sustainable development issues around the world, in the UK and for your company
- Stakeholder expectations/commitment
- CSR challenges for organisations, risks and opportunities
- Inspiring practices
KNOWING HOW TO IDENTIFY YOUR CUSTOMERS’ EXPECTATIONS
- Simulated appointment preparation
- Critical analysis of customer CSR publications
- Reflection on business opportunities
KNOW HOW TO TALK ABOUT YOUR COMPANY’S CSR APPROACH
- Discover/explore the strengths of the CSR approach
- Work on your ‘sales pitch’
- Practice speaking on the subject
MASTER THE OFFERS
- Discover/develop your portfolio of offers
- Anticipate customer objections
- Simulate customer meetings
COMMIT TO AN ACTION PLAN
- Share the actions to be taken on a personal level
- Discuss the key factors for success
Who is the training intended for?
- Sales teams
- Ambassadors
Prerequisites
- This training course does not require any specific prerequisites
Evaluation methods
- Pre-training self-assessment questionnaire and collection of expectations;
- Formative and summative assessments during and at the end of the training;
- Measurement of satisfaction and progress through a post-training self-assessment;
- Evaluation of the training’s impact two months later.