Best Business Practices

Increasing your closing rates

Discover sales tactics to achieve tangible results!

Wednesday, May 15, 2013 from 8:30 A.M. to noon


Michel Dionne

Development strategy consultant and coach

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Michel Dionne is a HEC Montréal administration graduate. He has authored two books published by Éditions Vermette: La télématique and L’audiotex, in addition to another tome entitled La vente relationnelle, published by Presses de l’Université Laval in 2012. He created and hosted a series of televised introductory courses about the internet and CRM which aired on Télé-Québec and Canal Savoir. For nearly 15 years, he was President of the Board of Directors and CEO of Groupe Cerveau and its divisions, VOX Mexico and VOX Technology Europe. Before that time, he worked for five years as a marketing and communications consultant. At the request of Université Laval, he has coordinated its managerial sales and marketing program for the past seven years. He also acts as a growth and development strategy consultant and coach.

The activity will be held in French.


  Members Non members
Ticket(s) $165* $235*
* Taxes not included. Become a Member

By phone
514 871-4001

Comments and suggestions

Line Leblond
Project Manager, Training

The workshop expenses are tax deductible (provicial and federal).

The cost of the workshop is eligible as an expense under the 1% Training Investment.

Cancellation policyNo reservations, cancellations or refunds as of 2 days before the event. Participant substitutions are accepted at no extra charge until the event is held. Please note that only written cancellation notices sent by fax at 514 871-5971 or by email at will be accepted.


Board of Trade of Metropolitan Montreal
380 St. Antoine Street W. Suite 6000

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  • To learn how to sustainably increase your income;
  • To gain in-depth knowledge of the customer’s buying cycle;
  • To discover the best sales practices to date;
  • To develop your persuasion skills and close sales more effectively.


Inspired from CRM, this workshop analyses the customer buying cycle for insight into the reasoning that leads them to the decision of buying your products or services.

Discover the best practices at every stage of the sales process:

  • Lead development, to identify potential customers
  • Contacting, to assess which of these customers are genuinely interested in your products or services
  • Meeting, to diagnose issues that need to be solved
  • Presenting, to collect strategic information
  • Proposing, to convince influencers to buy
  • Negotiating, to establish a win-win partnership
  • Closing, to help your customer succeed


This workshop is intended for sales professionals with a certain degree of experience and on the lookout for better performing methods, including:

  • Sales managers
  • Presidents or general managers
  • Representatives or account managers
  • Business development vice-presidents


Maximize your sales opportunities!