Course code: D-F2F - call 0845 071 2801
Overview
Course duration: 2 days.
Optimise the potential of a client meeting through establishing a confident and positive relationship that will lead you to results and success.
Is it right for me?
Suitable for junior sales professionals, commercial, business development and account executives who organise meetings with existing or potential clients and who wish to develop or gain new business.
What will I learn?
By the end of this highly practical and interactive course, you will be able to:
- Conduct your client meetings in a more professional manner to make a bigger impact
- Develop your questioning and listening skills
- Follow a structured approach to maintain control
- Know how to gain a commitment and move forward
What will it cover?
Prepare Client Meetings
- Collecting information on the client and organisation
- Defining objectives and strategy
- Knowing the motivations and needs of each attendee
- Structuring the meeting: setting the agenda
Conduct Client Meetings
- Creating trustworthy relationships
- Reformulating to assess and check real needs
- Developing listening and analytical skills
- Using silence to progress
- Tailoring the solution to match the customer's needs
Handle Objections
- Identifying the sticking points
- Using the appropriate approach and attitude in context
- Overcoming objections and turning them to your advantage
Be Persuasive and Make the Difference
- Working on your presentation: the first impression and the style
- Expressing your ideas clearly and using positive language
- Being aware and responsive
- Dealing with questions and contradictions
- Coming up with a solution
Use Effective Closing Techniques
- Gaining commitments
- Giving concessions while maintaining your margins
- How to avoid weakening your position
- Achieving win-win outcomes and securing the deal