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Training Course Summary:

This workshop teaches delegates practical skills in structuring and controlling a face-to-face sales meeting. The course offers helpful insights into rapport building, overcoming objections and negotiating with confidence. It is a popular session of real value to those who regularly visit clients

Who Should Attend:

Sales professionals who want to gain new business and develop existing accounts

Training Course Overview/Content:

• Achieved objectives from every sales meeting
• Control of the discussion without resorting to aggression or pleading
• Confidence in face-to-face selling
• The formula to beat resistance and overcome all possible objections
• Prepare for the meeting
Research the meeting effectively
Conduct a PESTLE and SWOT analysis
Understand the client’s organisation and its core values
• Structure the meeting
Learn the four-part structure that signposts the meeting and maximises selling opportunities
Develop rapport with your clients through non-verbal communication techniques
Use features and benefits to demonstrate your capability
Close the meeting properly and agree the next stage of the process
• Deal with resistance
Anticipate resistance and overcome objections to your product or service
Make clients more flexible in their expectations
Negotiate with confidence
Set key SMART objectives for delivery