• Setting objectives for the sales meeting
• Making a strong first impression and building rapport
• Controlling the meeting
• Taking the client through the buying process
• Uncovering client needs using effective questioning techniques
• Actively listening to the client (not just rehearsing what to say next)
• Matching our pitch to meet these needs
• Gaining commitment from the client and closing the meeting on a high
• Dealing with difficult clients
• Overcoming rejection

Who is it for? Anyone who wants to increase their sales in client meetings.

This highly participative course focuses on that crucial face-to-face sales meeting. It covers structuring the meeting; rapport building; finding out the true needs of the client; and developing the confidence to ask for the business and close the sale. Delegates will be able to analyse the sales meeting and develop the trust of the client through a consultative approach which will result in that all-important initial sale plus the more important repeat business.