Theatre Techniques applied to Sales Mixte : présentiel / à distance

This module is designed by professional actors who are also experienced in sales techniques. All the proposed exercises aim to develop the relational skills of salespeople to enhance their commercial performance.

Identify your relational style:

Individual DEFI self-assessment (Directive, Empathetic, Factual, Intuitive)

Decoding grid used in theater conservatories.

Short improvisations to identify and evaluate the effectiveness of each person's relational strategy.

Personalized check-up on their areas of excellence and risk zones.

Achieve a lasting awareness of each person's potential.

Professional bridges linked to their commercial reality.

Revisit the fundamentals of interpersonal communication: 1+1=3 / Moving towards or away from... / Action, task, human, or result-oriented? / Influence strategy: approach or let come?

Powerfully develop your Non-Verbal communication

Decoding tool: "Communication Bubble" used in theater to powerfully reinforce Non-Verbal communication. This is a body language decoding grid.

How to use the space between the client and the salesperson? What physical distance to maintain? ...

Practical applications through theatrical improvisations.

Constant professional bridges allowing salespeople to enrich their commercial toolbox.

Play with your fundamental resources: Voice / Emotions

Understand and identify the importance of playing with your voice.

Know and learn to use the 7 voice effects.

Know how to rely on your emotional intelligence and play with it to impact your messages and create genuine complicity with your client.

Theatrical improvisations based on sketches involving voice and emotions

Professional transpositions and personalized feedback to anchor changes "in the muscle".

Smoothly and flexibly overcome your clients' objections

Know how to adjust your relational strategy without ever "going against"!

Influence language techniques to overcome blockages and tensions

Associated techniques: The art of YES / YES SET / Figure inversion /

Training on short sequences based on concrete cases: list the most frequent daily objections and practice transforming them

Personalized feedback and peer exchanges

Dare to think outside the box and bounce back to face the unexpected

Use the theatrical repartee technique to boost confidence and be at ease - even when faced with a subject the salesperson doesn't master!

Connect with your commercial style to dare to be more yourself rather than playing a "role" that doesn't allow for creating a sense of belonging, essential for building trust and thus commercial performance.

Training in subgroups on participants' cases.

Construction of your personal roadmap: create a strategy for progressive consolidation of learning.

1/ Identify your relational strategy: How do I present myself in my relationship?

2/ Powerfully develop your Non-Verbal communication

3/ Play with all your resources: Voice / Emotions

4/ Smoothly and flexibly overcome your clients' objections

5/ Dare to think outside the box and bounce back to face the unexpected

• Connaître et mettre en pratique les composantes de l'intelligence émotionnelle selon D. Goleman
• Connaître et savoir utiliser la technique de la synchronisation verbale et non verbale
• Savoir utiliser la Bulle de Communication
• Maîtriser le langage d'influence
• Savoir déjouer les objections et les transformer en opportunités
• Connaître et savoir utiliser les effets de voix

• Alternation of theoretical presentations, practical simulations, peer learning, and reflective sequences.
• Work on a "Common Thread Case" (Situation encountered and experienced at the workplace, individually identified by each participant).
• Self-assessment: Your Communication Profile (DEFI)
• Alternation of modalities: large group, subgroups, trios, pairs, individual.
• Provision of articles and videos to deepen the work on the theme autonomously and post-training

• Dedicated training room.
• Provision of a participant extranet
• Collaborative tool (Padlet or equivalent)
• Self-assessment: DEFI Profile
• Shared training support documents made available.
• Updated articles, videos, and references provided to delve deeper into the topics covered

• Pre-training self-assessment
• Digital or paper attendance sheet
• Immediate and delayed training evaluation
• Post-training self-assessment
• Training certificate upon request
• Collection of feedback from sponsors

• Être inscrit.e par le Service Formation ou RH de l'Entreprise

• In-house training.
• Scheduling at the client's request.
• Minimum 3-week lead time for organization and staffing.
• Participant registration by the Client Company's Training department.

• All our training courses can be adapted for people with disabilities. We just need a little time to study your expectations and the possibilities available to you with our institutional partners.
• To assess your compensation needs, contact our Disability Officer Catherine Herrero Granadel formationpourtous@bentendo.institute