Long day after a long time 
I started off with a training this morning for the communication team of the American Business School Paris, that was led by a sales communication trainer. So yes, he knew what he was talking about.
The training was very interesting and grouped together what has already been heard before but has not yet been applied. It was all in French and I have to say, I understood everything and followed from beginning to end (almost).
We were given the basic structure of seller and buyer and what the seller needs to provide to fulfil the buyer's needs. You have to listen, observe, anaylse and adapt. We talked about the two/three types of questions that can be asked: Open, closed, alternative/positive. We were given some examples for open questions in order to make the buyer talk and also given argumentative examples of what we could say when being asked questions that destabilise us.
A little memo "MASTER" (maitriser, auditer, séduire, traiter, engager, réussir) was given. The steps to success, before, during and after the communication.
After the training, several of the team were able to apply what was taught in the morning. So we went to the Salon adrep and met loads of prospective students whom I used to practise new techniques And sometimes it was working, sometimes not. But, well, it's only the beginning, right? It was fun, but very tiring, standing under neon flashlight and not knowing where time goes.
