Sales Performance

“Pour gagner du bien, le savoir-faire vaut mieux que le savoir”
Beaumarchais, The Barber of Seville

The TOTEM response: a logic of shared responsibility

The customer’s role is to decide, and the salesperson’s is to help them make the right decision.

– I characterize the sales situation
– I decide: “Sales intention”
– I develop ad hoc sales techniques
– I measure the effect produced

TOTEM sales courses: Progressive modules for complex sales situations

We believe that moving from one module to another is not automatic. Why develop an eligibility principle? To make sales reps more responsible in their application efforts, and to give meaning to manager coaching.

– Module 1: Informing and convincing a cooperative or reluctant customer
– Module 2: Influencing a customer who expresses genuine objection or indifference
– Module 3: Making the difference in a negotiation situation.

Totem differentiation: the creation of campuses and sales schools

For several years, Totem has been developing campuses and in-house sales schools to pass on its know-how to its customers. By helping companies to train their teams to better respond to business challenges, we nurture their ambitions in the best possible way. Management teams are highly involved, sales staff are empowered from the outset, and these “proprietary systems” enable them to develop real autonomy in updating their training to suit their business environment. For our customers, the return on investment from the creation of these structures is unquestionable.