Tel: 0844 394 8877
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.
By attending this highly interactive and practical half-day course you will:
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.
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.
Understanding the techniques that are available for making a positive initial impact, when you first meet customers.
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.
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.
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.
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