Running Productive Customer Sales Meetings

This highly interactive two-day course focuses on preparation for and managing face to face meetings with your customers. Meetings give you the best chance to turn a prospect into a sale and to develop long term relationships with your present customers – this course will ensure that you have the in depth skills and knowledge to make the most of this opportunity.

More details

More info

This course is aimed at:

Suitable for any sales person who has a front line sales role and will be or is meeting face-to-face with customers.

You will learn to:

  • Arrive at a sales meeting fully prepared

  • Be able to manage and control the meeting from the beginning

  • Ensure you have a complete understanding of your customer's business needs

  • Present your product or service offering your customer solutions and benefits

  • Ensure you gain the commitment to buy from the customer

  • Tailor your approach to the customer's buying style

  • Build a long lasting and positive relationship with your customer

  • Produce your own development plan

Course Content:

Preparation for the meeting

  • Differences between selling on the telephone and face to face meetings

  • The various types of meetings and how they differ

  • Objectives - why are you having the meeting?

  • What to take and information to know

Structure of a meeting

  • Creating the right impression

  • Introductions and agendas to manage the meeting

  • Information gathering to ensure understanding

  • Focused listening skills

  • Presenting your case effectively – offering sales solutions

  • Ensuring commitment to buy from the customer

  • Following up to ensure a successful outcome

Personal presentation

  • First impressions matter

  • Understanding and using body language

  • The different customer personality types and how to effectively build rapport with them

  • Some presentations will be recorded for you to view and you will be given feedback on how to enhance your approach and delivery

Using visual aids

  • The different aids available – presenters, laptops, brochures etc

  • How to use them effectively

Personal development

  • Preparing a personal action plan

£ 979.00 ex.vat

Data sheet

Course Duration 2 Days
Location London