Digital transformation requires commercial excellence
In a purchase decision, what makes the difference, for equivalent quality between two competing brands, is always the seller. This adage is even truer in times of crisis, or transformation, where moreover the commercial relationship is more important than the price.
The commercial, the return of the performer
The successful salesperson today is more an intuitive salesman than a technician. He must act instantly in the face of the unexpected from the customer who traps or doubts. The permanent structural changes that he manages in his clients require him to be more adaptable. He becomes aware of his need to train interpersonal skills more intensely.
Improvisation, a team sport of communication
The performance of theatrical improvisation requires: Co-constructing, finding solutions and creating together a common, unique, coherent and innovative story. The metaphor is powerful with the company which by transposition becomes a productive team which creates a project by developing the added value of each one.
The technique of improvisation develops behavioral skills. Used alone, it is insufficient. Included in a training, it becomes “Applied Improvisation”, a training approach through the experience of improvisation. In 2001, I wrote a dissertation on the application of improvisation to sales and management. A year later, I am embarking on commercial and managerial training with my approach!
What develops improvisation applied to sales and negotiation?
In sales and negotiation, we can create a common story with a customer. Applied improv develops agility, mentality, cooperation, listening and action in resonance with the client, observation, repartee, management of stress, emotions, time, conclusion, ease of innovating when faced with a difficult situation and of course the strength of conviction. When we have learned to be serene in the face of the unexpected, it greatly reassures the customer who feels it.
The negotiation match®
I created an educational game, the negotiation match® (filed in 2008), bringing together training, experience of improvisation applied to negotiation and team cohesion. It's a healthy, motivating and benevolent competition that leads players to use their intuition and creativity to find solutions in the moment. After such an experience, the difficulties in the field are played down. The company had a strong and formative experience, moving out of the usual comfort zone and helping teams progress in an original way.
Verbatims
– Negotiation match ® : a sales force of a major luxury brand “The negotiation match® enabled us to achieve +23 % turnover after the training! "An unforgettable experience that brings cohesion and opens up barriers".
– Clients applying improvisation applied to sales and management from Top of the Bill
1000 sales managers trained in sales management. “I am impressed by the efficiency and accessibility of improvisation, which applies particularly to our problem. I better visualize the solutions to be brought to my daily management because I practice them directly, the expertise of En Haut e l'Affiche is global and makes progress "" We readjust our behavior immediately. The acquisition is rapid and we are living through some strong moments ”. A famous sports brand: "Our sales executives must keep their critical thinking and their creativity to move the company forward, this approach is concrete, effective and strengthens cohesion". “This fun and pragmatic approach trains and motivates salespeople in a sustainable way”.
This methodology develops confidence, performance and motivation. All the sales force and management issues can be dealt with in a comprehensive manner. The real advantage is the saving of time and efficiency, it is an intensive training which produces lasting results and clears mutual misunderstandings.
The formula that appeals to commercial conventions: the conference on agile and creative negotiation followed by the Negotiation Match®, train your performers!
My story, my passions… Sales, management, improvisation and education!
Since 1986, I have been a passionate salesperson and improviser, at the same time. Self-taught, at 19, I started my commercial career in the luxury industry, then in communication and training. I became a sales manager at the age of 25. I resumed my studies at 33 and obtained a Masters in Marketing and Sales… After a research thesis on what she called “improvisation applied to sales and management”. I am a sales performer who loves people, results and spontaneity! I created my consulting and training activity in 2002 then, created En Haut de l'Affiche®, recognized for its commercial and managerial expertise with an innovative pedagogy which applies improvisation to the operational objectives of the company.
I coach and support leaders in the transformation, from teams to negotiation, to sales. I like the issues of change and agility. I am quite proud to be the first French practitioner to be certified at the world level in Applied Improvisation. For several years, En Haut de l'Affiche has been carrying out large-scale team building operations and events communication interventions applying improvisation. The versatility of skills helps my clients in the stages of the projects. I create the Improvisation Appliqué France group or Applied Improvisation France (AIN), composed of a strong team of cooperative values.
In 2008, I created a game-event to develop performance in negotiation: The negotiation match®, this game was developed by EN HAUT DE L'AFFICHE® on a principle of sporting challenge. Since 2011, I have been a professional speaker, and I speak on subjects such as negotiation, leadership, motivation and spontaneity.
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