Virtual Value Driven Meetings

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Course Overview

Day 1

  • Understanding Selling Styles
  • Preparing for the meeting
  • Meeting with your client
  • Gathering Information

Day 2

  • Build The Need
  • Presenting a Solution
  • Handling Resistance
  • Gaining Commitment

Key Outcomes from Virtual Value Driven Meetings


Understanding Selling Styles

  • Transactional, Consultative, Transformational
  • Client Relationship Approaches
  • Mapping Client Relationship vs Commitment

Preparing for the Meeting

  • Objective Setting
  • Minimum, Midway, and Maximum Goals

Meeting with your Client

  • Building Rapport
  • Setting the Agenda
  • Creating a Compelling Opening

Gathering Information

  • Uncovering Scope with MEANCHATS
  • Fact vs Need


Build the Need

  • Questioning Funnel
  • Cause and Effect Questions
  • Showing the Impact

Presenting a Solution

  • Feature, Advantage, Benefit
  • Telling a Story

Handling Resistance

  • Recognizing Buying Signals
  • Overcoming Meeting Objections Gaining Commitment
  • Commitment Matrix
  • Summarizing the Meeting
  • Securing Next Steps / Closing
  • Asking for Referrals

Meeting Role Plays & Action Planning

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