The desire to Sell
Selling in the digital age
An exceptional employee experience
The best customer relations in the world
Margin or bust
Communicating our joy, optimism and passion for the development of companies and people
What do we expect from a conference? That's the first question to ask yourself. Over and above the choice of subject and angle of attack, a conference should first and foremost be a source of pleasure. The pleasure of being astonished, the pleasure of novelty, the pleasure of reflection, the pleasure of laughter and smiles, and the pleasure of being challenged and shaken in one's frame of reference and paradigms.
For Practys Conseil's speakers, a new conference is first and foremost a source of joy. The joy of sharing and transmitting, the joy of giving joy, energy and optimism.
Triggering the desire to explore change
Our speakers base their presentations on two essential principles: to provide food for thought based on exciting and credible ideas, and to offer concrete and accessible solutions. It's good to make people dream, but it's even better to make dreams accessible!
Inspire the desire to succeed
Without a project and a vision, there can be no success. Our understanding of success is not limited to the simple achievement of business objectives, however ambitious they may be. Our definition of success is broader and more ambitious. There's more to a person than his or her professional mission or social role.
Inspiring the desire to succeed means approaching people in the broadest sense of the term, in all their components, be they professional, personal or family. In our view, our role is to encourage people to define their own vision in line with their values, and then to build their own personal project.
Bearing witness and revealing the anonymous talents who are sources of inspiration and progress
In the course of our research and observation missions, we frequently come across some wonderful people. Company directors, sales directors, sales reps, KAMs, sales managers, they have developed, sometimes empirically, approaches, methods and ways of doing things that are often unprecedented and remarkable.
All these encounters enrich and nourish us.
To bear witness to their relevance, inventiveness and often audacity is for us a mission that is both gratifying and of public utility. These strategies, methods and techniques, developed and validated by the hard and implacable law of the field, deserve to be disseminated to the general public. They are a source of inspiration for growing and exploring new avenues of progress, and for questioning one's own paradigms.
Share and provide access to the results of research conducted by Practys Conseil speakers
Our methodology is based on collaborative, iterative work with one method: field experimentation. The research topics of Practys Conseil's speakers include :
- Evolving consumer and buyer purchasing behavior
- Integrating information technologies
- The evolution of persuasive communication strategies and tactics
- Adapting persuasive strategies to socio-cultural and ethnic groups
- The consequences of feminization in the workplace
- The application of cognitive science research to persuasion
- Changes in managerial practices (women's management, management of the Y generation, senior management, multicultural teams, etc.).
Practys Conseil
Adapting our messages to your challenges
Contact us to discuss how we can tailor our conferences to your challenges and objectives!
L'envie de Vendre" conference
Encouraging "non-salespeople" to sell and persuade
Every May 1st, France celebrates work. All work? Of course not! Did you know that on May 1, 2020, over 20,000 job offers for salespeople remain hopelessly unanswered?
Our country, our beloved country, doesn't like sales or salespeople. Vocations are as rare as established prejudices. Do you know the etymology of the verb to sell? For more than 11 centuries, to sell meant to betray... In the collective unconscious, this prejudice stemming from our Judeo-Christian culture has left its mark.
Arrogant, unavailable, discourteous, ostentatious, demagogues, superficial, boasters, hucksters... The adjectives used by our fellow citizens to describe the attitudes associated with sales and salespeople are quite simply frightening! They illustrate the rift that has developed between salespeople and customers, and underline the climate of mistrust that prevails in relations between companies, consumers and all opinion multipliers.
This sad breviary also reveals the fantastic challenge facing us all: to make people love sales and salespeople, to make men and women from non-sales backgrounds want to sell and participate in the development and influence of their company.
An impossible challenge? Some people think so! Yet tens of thousands of salespeople prove the opposite every day. They thrive on representing, prospecting and developing fruitful relationships with their customers. They are curious, passionate and know how to enthuse everyone they come into contact with. Often tireless workers, they spare no effort and are often generous.
Yet many of those who thrive in the sales professions had many preconceptions before making a career of it, or arrived at it by the simplest of coincidences.
Through "L'envie de VendreI wanted first and foremost to bear witness to the thousands of anonymous people who contribute day after day to our country's economic growth. Selling, developing quality customer relations, persuasion and negotiation are noble activities requiring multiple skills. By becoming a salesperson and succeeding in this profession, these men and women have revealed themselves to themselves, they have succeeded, sometimes to their own astonishment, in taking the full measure of their talent, the full measure of themselves.
Conceived and presented in a lively, dynamic style, peppered with examples drawn from real-life situations, this conference aims to raise the profile of the sales function, sales and salespeople, to generate vocations and, at the very least, to raise awareness.
During this conference, you will discover :
- How do you get rid of preconceived ideas and clichés about selling and persuasion?
- How can you adopt a modern, efficient sales approach that reflects your own values?
- The 8 essential rules for successful salespeople
- An overview of highly effective sales levers in the areas of argumentation and rebuttal of objections
- What the latest cognitive science research tells us about selling and persuasion
Selling in the digital age" conference
Attitudes and actions to change the way you think and act
To succeed, you have to know how to sell! Over the past decade, consumers have undergone profound changes in their purchasing methods and behavior. The Internet, globalization, worldwide deregulation, yield management, the diversity and digitization of purchasing paths, are all factors that explain these changes.
What only a few years ago were known as "new information technologies" have become a permanent part of the purchasing habits of both private and business customers. Yet few companies have fully grasped these changes. How many sales reps actually know how to animate a Webinar and make it exciting? How many of them have mastered professional social networks and regularly publish on LinkedIn, Viadeo or Youtube? The possibilities are endless, and the opportunities fantastic. These changes raise questions and require us to revisit the way we think about sales and persuasion. These tools are no substitute for sales talent. On the contrary, they reveal it and make it visible to everyone, every time. A veritable gas pedal and amplifier of word-of-mouth, the web and its applications require everyone to master new skills.
Yesterday, a salesperson had to know how to spot opportunities, optimize resources and, of course, listen, argue, close and negotiate.
Today, he or she must add to his or her range of skills the ability to express himself or herself on camera, write articles and respond to web surfers.
And what about the human element? Do human beings and their emotions have a place in this standardized, rational, often hyper-coded world where processes and algorithms are king? In short, does the salesperson, that infinitely complex mammal endowed with feelings and reason, still have a place?
The answer lies in the question. Salespeople are infinitely more gifted than any technology at moving, inspiring, inspiring the desire to buy, giving meaning and convincing hesitant customers. It's up to them to know how to use it to give their profession and their products that extra touch of soul that often makes all the difference.
In the course of "Selling in the digital age you will discover :
- How has the development of digital technology profoundly changed the behavior of buyers and consumers?
- How can we adapt our attitudes and discourse to the changes brought about by digital technology and its applications?
- The 5 golden rules for standing out and making a difference in the digital context.
This conference answers all these questions. You'll find concrete examples, a method and advice that can be applied immediately, and food for thought on how to increase your ability to persuade, influence and convince.
Lively and humorous, with examples of salespeople, managers, business leaders and politicians who have achieved a very high level of performance, this conference will provide you with a wealth of new ideas and leads.
Our methodology is based on collaborative, iterative work with one method: field experimentation. The research topics of Practys Conseil's speakers include :
Exceptional Employee Experience" conference
Customer and employee experiences: a shared destiny.
Although the concept of customer experience has become somewhat overused, it remains an essential differentiation objective for companies. The challenge of customer satisfaction, combating irritants and delighting customers is essential in a competitive environment that is heavily influenced by social networks. Being different, making a difference, is a daily battle. But this battle is not just a matter of technology; it primarily concerns the men and women who work in companies on a daily basis. The challenge of anchoring the customer experience in reality necessarily involves new managerial approaches. Enchanting customer relations is a matter of emotions. In this respect, you can never cheat: an employee who is not happy, satisfied and motivated, and who is not involved in a collective project, can never be an ambassador for his or her company and brand.
The aim of this conference is to offer some food for thought, and to provide some concrete ideas from companies that know how to mobilize, motivate and motivate their employees around the quest for an exceptional customer experience. I have had the opportunity to meet dozens of companies who have succeeded in developing their organizations and managerial practices in order to jointly ensure the satisfaction of their customers and their employees.
The good news is that this combined quest is profitable and can be pursued regardless of employee remuneration levels. It does, however, require a paradigm shift in terms of human relations and organization. In a deliberately tonic style, illustrated with examples from the field and enriched by the latest research in cognitive science, this conference aims to trigger the desire to act differently. It will enable participants to draw inspiration from
best practices and give them access to concrete, applicable managerial approaches.
Topics covered in "Exceptional Employee Experience are :
- Customers want strong, memorable experiences
Key messages: In a world influenced by social networks, the first priority is to build trust. A customer experience must be sustainable and appeal to the emotions. Identify the 3 levels of customer experience: meeting needs, reducing irritants, delighting customers through emotions. - Employees are the only actors in the customer experience
Key messages: To build and federate a team, you need to rally employees around a project and a shared vision. Managers have a key role to play: the managerial impact of exemplarity and stability. The cocktail of attitudes needed to ensure a management style that mobilizes and motivates employees: listening, benevolence and high standards. - Building trust with employees
Key message: After remuneration and career opportunities, trust in management is the third most important factor in employee retention. Why should companies value initiative and the right to make mistakes? - Adapt your organization to mobilize your employees
Key messages: in 2022, directive and authoritarian management methods will no longer work. How can we move from "I" to "we" to develop employee motivation? How can we promote employee commitment? How can we measure employee commitment? - Knowing how to recruit in 2024
Key messages: In a job market with a shortage of candidates, knowing how to recruit is becoming an absolute necessity for survival. Recruiting is more than just selecting candidates: knowing how to recruit = knowing how to sell and integrate. - Developing optimism in employees
Key messages: optimism sells. 4 techniques to develop optimism and combat pessimism: the life plan, preparation, the success list, laughing together.
Philippe Lafaix
Founder and Chairman of Practys Conseil, Philippe Lafaix has been working for over 25 years on negotiation techniques, persuasion and influence strategies. He is the author of several best-selling books in the fields of Persuasion and Price Defense.
Philippe Lafaix is a dynamic and inspiring speaker. He provides consulting and training services to French and international companies.
Michaël Aguilar
Michaël Aguilar is a French writer and speaker, specializing in sales, persuasion and motivation techniques.
A professional speaker since 2005, certified CSP® in the USA in 2018, and a member of the GSF (Global Speakers Federation), Michaël Aguilar has delivered over 1,300 conferences in France and abroad, at congresses and corporate conventions.
His high-impact speeches are recognized for their power of conviction, their inspirational force and their ability to energize an audience.