The CAP method is based on the benefit and proof we bring to the customer. It’s a rudimentary sales technique, but well suited to the sale of simple products, and ideal for technical salespeople who know their product inside out. The CAP method Product features: materials, type of manufacture, technical specifications, price, after-sales service, warranty Customer benefits, applications, achievable gains. Proof: this is where the technical sales representative makes the difference with other salespeople. He knows his product inside out, and can use his technical skills to prove and demonstrat ..read more

We present you with tips and methods for prospecting in increasingly difficult conditions linked to new legislation against telemarketing and mass mailing. Prospecting has always been difficult, now it’s an art. Business development through inbound and outbound marketing Outbound marketing consists of pushing products towards customers, a push strategy that corresponds to prospecting. The main vectors are the telephone, e-mail and networking. Inbound marketing is all about getting the word out about your products and services, so that customers come and ask for them. Inbound marketing is based ..read more

CRM enables a small business to optimize the sales equation, and is the key tool for developing its business, seeking out new prospects, retaining existing customers and improving the customer experience. The sales equation is: number of contacts x sales closing rate x average sales = total sales. Here’s what you need to do with your CRM to grow your small business. 1. Draw up a strategic plan Start by assessing your strengths, weaknesses, market opportunities and threats – in other words, the SWOT matrix of your small business in relation to the market and large competitors. Choose your pri ..read more

  CRM is a customer management system, while ERP is a corporate resource management system. CRM CRM is all about satisfying customers and maximizing their income in an intelligent way, at the right time. These are its main functions. Prospect and customer files with optimal follow-up dates Data centralization for teamwork Team communication Sales team management Customer service for existing customers Offer complementary products to existing customers at the right time Automation of responses by virtual assistants Prospecting for new customers Marketing support tools Sales force analysis ..read more

Artificial intelligence can automate personalized responses and analyze CRM data in real time to better understand customers and their motivations, and thus facilitate decision-making based on trend analysis. The possibilities offered by AI in CRM The main advantage of AI is its ability to rapidly analyze a large mass of data in real time to derive trends, patterns and personalized responses. Research sales opportunities with existing customers. We’re asking AI to do what a good salesperson knows how to do: analyze customers’ products and services, determine complementary needs – in effect, a ..read more

The SPIN method is a tried and tested American method widely used in North America. It’s based on identifying the customer’s problem and proposing a solution. The SPIN sales method The SPIN method is based on 4 steps: Customer situation Customer problem Implication of the problem Needs pay off (Nécessité de bénéfice) Situation You should ask the customer general questions to get to know him better: Individual Family situation? Employment status? Leisure activities? Current solution? What are the advantages and disadvantages of the current solution? Client affaires : Organiz ..read more

The SNAP sale method isn’t for complicated salespeople or customer-centric salespeople, but rather an effective pressure sales technique. It’s the technique of one of the best salesmen and manipulators I’ve ever met, and it’s particularly well-suited to the sale of unique objects, in the art market for example. Simple Required Aligned Priority Simple Speak to your customers in simple, direct words that will move them. Don’t complicate things, target the customer’s feelings and play on them. Necessary. You need to be a fine psychologist and understand your customers’ psychological motivations ..read more

The SOS sales method is based on discovering the customer’s situation and problems, then understanding their dreams, before proposing a solution that will enable them to achieve them. Of all sales methods, SOS is the simplest, most intuitive and most effective. The SOS sales method Situation Objective Solution Situation In this phase, salespeople try to find out more about the customer in a neutral way, using open-ended questions, but won’t hesitate to go deeper into problems if the customer mentions them. Unlike the SPIN method, which is highly structured, with SOS we naturally follow the c ..read more

The SEC method is a simplification of the SONCAS or SONCASE sales method. The aim is to simplify salespeople’s work so that they can concentrate on persuading the customer. Of all sales techniques, the SONCAS method is the basic one, used in combination with the others. A reminder of the SONCAS and SONCASE methods Safety Pride New Convenience – Comfort Silver Sympathy for the product, service or salesperson Ecology – Environment The SEC sales method Many salespeople find it difficult to identify 7 different motivations, so it’s possible to simplify the method by grouping them into three grou ..read more

Looking for a free CRM? a number of companies offer restricted free versions, with limited functionality, time or number of customers. I’m not presenting the current offers here – they change every day – but rather the sites that offer them and the different types of offer. You can then refine your search by going to the CRM site you’re interested in to find out what’s currently on offer. Fake free offers Many well-known software products claim to have free offers that are in fact deceptively disguised paying offers. For example, the vendor offers 3 or 6 months free with full functionality. Th ..read more