Tel: 0844 394 8877

Boulden Management Consultants

Sales Skills  >  Half-Day Courses

Running Sales Meetings

Training in handling sales meetings

Leading customers through the sales process

Half Day Course

Course Brochure Download
Running Sales Meetings brochure
  • Set clear sales goals
  • Control the flow of the sales meeting
  • Motivate customers to take action


Good sales meetings require that the sales professional take charge of the meeting process in a direct but subtle manner. They need the tools to skillfully guide the customer through a structured conversation in a way that works for both parties. In this way the clients knows that their requirements have been fully understood and there is an ‘emotional connection’ with the seller – one built on a sense of trust. The sales person can also be confident that (a) there really is a piece of business to won, and (b) they fully understand what they will need to do in order to prove that they can deliver, if they are to secure it. This workshop helps sales people to understand the key stages in the sales meeting process and how to navigate it.

Learning objectives

By attending this highly interactive and practical half-day course you will:

  • Increase your ability to plan effectively for client meetings
  • Learn methods for creating a good first impression
  • Develop methods for creating rapport
  • Uncover Client Needs
  • Master ‘Closing Techniques’

Who should attend?

This course is ideal for people who need to be able to manage an effective sales conversation. It works well for people who are new to selling, or those people who have not had formal sales training, or who want some refresher training.


Understanding the Sales Cycle

Analysing what it takes to win business, and understanding the importance of mapping the Decision Making Unit and proper planning and preparation in advance of attending a sales meeting.

  • Meeting Preparation
  • Identifying the Decision Makers
  • Goal Setting

Pairs exercise: analysing the decision-making unit

Making a Positive First Impression

Understanding the techniques that are available for making a positive initial impact, when you first meet customers.

  • Mind Scripts
  • Credibility Statements
  • The use of social media
  • Introducing your company

Pairs exercise: practicing a ‘self introduction’

The APPR Sales Meeting Method™

An introduction to the APPR Sales Meeting Method™, which is a highly efficient process for managing a sales meeting. The method includes; identifying needs, building the motivation to act and getting a commitment to take action.

  • Sales Qualification
  • Finding the opportunity
  • Establishing the ‘needs’
  • Presenting a solution

Pairs exercise: exploring the APPR stages

Sales Role-Plays

Multiple Role-Play (people work in teams of three): Two people role-play while a third person observes them. At the end of the role-play the Observer gives their analysis, then all three make comments. Each person takes it in turn to be (a) the Sales Professional, (b) the Customer and (c) the Observer.

Multiple role-plays



Feedback is based upon peer review using Boulden assessment checklists. Completing the assessment checklists is not only valuable to the people involved in a given role play or case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up facilitating an effective sales meeting.

Remote Training

All of our workshops can be delivered as Remote Training via e-learning modules plus Zoom based virtual workshops. Please see our Virtual Training page for more information.


Further information on this course is available by contacting
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877