NEW! Sales for Non-Sales People – The Customer Sales Meeting Course

Is it right for me?

In today's competitive environment, making the most of customer face-to-face time is essential. The need to make these meetings impactful and productive is vital.

We will focus on using the group’s experiences, combined with sales theories, to agree successful approaches to customer sales meetings, including the planning and pre-work necessary. We will also focus on the meeting itself and the key skills needed to build rapport and facilitate the sale.

The course is designed for people who are new or need a refresher to the concept of ‘sales’ and do not have a sales background, but who offer additional products or services as part of their job role. Anyone who regularly meets with customers and has an opportunity to promote their company, its services and products will benefit.

What will I get out of it?

By the end of the course participants will be able to:

• Decide, in advance, the outcomes of the meeting
• Plan appropriately to achieve the objectives
• Create an impact at the beginning of a meeting to focus the customer’s attention
• Use a range of questions, to truly understand the customers needs, both short and long term
• Apply relationship building techniques to a sales discussion
• Create an impact and gain results when time is limited
• Look at different styles of selling and how this links to their personal communication style
• Progress through the 7 steps of the sale to a positive close

Related courses in our range

• Sales for Non-Sales People - the Essentials Course

What does it cover?

Creating a sales mindset

• How does my role link to selling?
• What opportunities do I have to sell when in customer meetings?

The purpose of the meeting and planning

• Preparation before the meeting
• Agreeing objectives and expectations
• ‘Must have’ and ‘nice to have’ requirements
• Setting the agenda
• Deciding on the approach and format

Making an impact from the start

• How to open with impact
• Building connections with a customer
• Establishing a common purpose
• The consultation process
• Enhancing your customer and organisational knowledge
• Reading and reacting to customer responses
• Making the most of a 10 minute meeting

Styles of selling

• Active and Passive Selling
• Looking at your own communication style
• Consultation vs Tell
• Building trust
• Practical exercise

Maximising your skills

• Using questions to identify customer’s needs
• Listening effectively to spot buying signals
• How to use effective body language and how to manage your personal space
• Answering questions from customers in an effective manner
• Making a memorable first impression
• Practical exercise with feedback

Action planning

• Bringing together the strategies identified during the course to formulate a plan of action