Conducting face-to-face interviews
Mastering the fundamentals of interviewing.
Training objectives
1/ Adopt a global approach and specific tools to conduct the various phases of an interview, from making contact to closing the deal
2/ Identify what you have learnt and where you need to improve, so that you can manage your individual progress
Conditions
Duration: 2 days
All audiences
No prerequisites
Price upon request
The rate depends on the scale of the project. To find out our list price, please refer to our General Terms and Conditions of Sales.
Training overview
The maintenance start-up phase
– 5 steps to start and structure an interview
– Training and debriefing of the interview start-up phase
The different stages in identifying and developing needs
– CICS Approach : Context, Issues, Consequences, Solutions
Dealing with objections
– Reasons for objections
– How to use objections rather than respond to them
The argument
– Using the argumentation matrix: relational and rational arguments
– Argument practice and debriefing
Conclusion
– The importance of a well-crafted conclusion
– 3 simple ways to close the deal
Training methods
Role play
Practice
Personalized action plan
Video input
Individual diagnosis
We will be delighted to answer any questions you may have (response within 48 hours)
Quilotoa pedagogy
Based on theatrical techniques, active and practical, it aims to give each participant the autonomy that is essential for lasting progress.
Theoretical points of reference, conveyed interactively, complement the practical exercises to help you get to grips with the subject.
Evaluation
Ongoing assessment : as you go along in the various scenarios.
At the end of the course : on a summary exercise.
After the course : via an online form.
People with disabilities
When our training courses are held at Quilotoa’s head office – 123 rue Jules Guesde, 92300 Levallois-Perret – they are accessible to anyone with reduced mobility.
For any further information on disability, please contact our disability advisor: Nathalie Barbey – n.barbey@quilotoagroup.com – +33 1 47 48 77 12