Sales Meeting Skills - 2 Days
Applicable For: Field sales staff
Overview
Face to face meetings present sales people with a whole new range of challenges and opportunities. Going out to see a client puts the sales person right into their territory and creates a completely different dynamic to the sales conversation than would be the case in tele-sales.
While the basic structure of the sale does not change, the sales person has to be aware of the non-verbal dialogue that exists between them and their customers. They must learn to think on their feet - it is not easy to put a client meeting on hold while they check their facts. They must also learn to make the best of their visual aids in order to maximise the impact of their sale.
This course aims to prepare delegates for selling face to face in a fun and practical way. They will learn the importance of good preparation, how to make the right first impression and how to control the meeting. They will also learn the importance of keeping their eyes and ears open for further opportunities.
Each delegate will have a chance to role-play on video and will receive detailed feedback on their performance, along with an action plan for developing their face-to-face selling skills.
Key Learning
- Introduction - Selling face to face
- The advantages and pitfalls of selling face to face
- Getting the appointment
- How to prepare for client meetings
- The structure of a face-to-face sales presentation
- Delivering your sales story persuasively face to face
- Understanding non verbal language
- Using non verbal language to build a sub conscious rapport
- Analysis and Feedback of role-plays
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