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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
DAY 1
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
DAY 2
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
Book Your Place
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