Learning objectives :

• Identify opportunities to use AI at every stage of the sales process
• Supporting teams in adopting AI during the sales process
• Evaluate the quality of AI prompts and interactions used by your sales reps
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Course :

Session 1: Prospecting and Discovery
This session explores how AI can boost sales performance right from the early stages, provided it is used wisely. Participants will learn the most useful prompts for qualifying a prospect, preparing for an initial meeting, and developing a hypothesis about the client’s needs before meeting them.

The practical exercise focuses on using AI to qualify leads: participants identify cases where AI provides real value and situations where it cannot replace business judgment (internal political context, real-time stance, undocumented signals).

Session 2: AI in Negotiation and Customer Relations
AI doesn’t replace human interaction, but it can help you prepare for and practice it. Participants learn how to use it as a practice partner: simulating difficult objections before a meeting, preparing responses to pricing disputes, or testing different ways to phrase a sensitive message.

The core principle, illustrated by the concept "delegate the task, not the judgment": AI handles the structural preparation, but the salesperson remains responsible for the strategic intent, interpreting the context, and adapting in real time.

Session 3: Managing AI Adoption Within Your Team
Not all salespeople react the same way to AI. Participants explore the four-profile framework for responding to technological change: Enthusiasts (who adopt quickly but may lack rigor), Pragmatists (who adopt if it saves them time), Skeptics (who doubt the value but can be convinced by evidence), and Resisters (who reject it on principle or out of fear). For each profile: the appropriate managerial approach.

They then work through the three phases to gradually onboard their entire team: Raise Awareness (show concrete use cases), Experiment (create opportunities to test without pressure to produce results), and Systematize (integrate AI into existing routines and processes).