The first meeting always used to be the opportunity to turn up, get out a presenter and start talking about our own company. To make this more effective sales people started to ask questions to find “needs” and then followed this up with what they called a “tailored” presentation whci was essentially just the same presentation they would have done anyway with a few of the clients own words thrown in.
The sole aim of this course is to set up a first meeting where we get so many needs and wants that the presentation (next stage) becomes a formality! In an ideal world a sales person can get through this meeting without even presenting their own company.
Who should attend
Anyone involved in face to face client / prospect meetings where it is essential to find out about the customer before presenting their own company package and solution.
Course content
Setting up the meeting in advance
The 4 meeting outcomes
Flagging our intention and our expectations at the start of the meeting
Questioning skills
Creating questions based around our own companies areas of strength
Use questions to identify problems
Creating the customers “ideal” solution
Creating needs when there are none
Closing the meeting to set up the next step
Delegates will learn to:
Get more information against which they can present
Have more impact in this first meeting
Create needs that the customer did not know existed
Build a strong foundation from which to continue the sales process
Eliminate the competition effectively and with integrity
Guarantee a “yes” to all closes by making them reasonable and relevant
