Sales Skills: Communication: Face To Face Selling

Course Overview

Securing business is most successfully achieved when the salesperson has the opportunity to meet the client face-to-face. Therefore, maximising the potential of the meeting is crucial in developing trust, building rapport and ultimately influencing long-term partnering relationships. The sales professional needs to be well informed and be able to take control of the meeting in order to guide the client through a process that thoroughly investigates needs and makes your case with impact.

Audience

Sales professionals who attend client meetings in order to gain new business or develop existing accounts. Those who make more formal presentations, may find 'Professional Presentations Skills' more useful.

Skills Gained

• The importance of preparation - factors to consider before the meeting
• How to make an impact in the meeting - importance of building rapport
• How non-verbal communication influences the meeting
• A structure for the meeting designed to help you maintain control
• How to overcome objections and deal with resistance
• How to gain commitment and make the move to the next stage

Course Outline

• Preparing for the meeting:
• Research techniques
• Conducting a PESTLE and SWOT analysis
• Understanding the client's organisation
• Structuring the meeting:
• Communication styles- the importance of non-verbal techniques in developing rapport
• Questioning techniques in order to fully ascertain needs
• A four part structure that sets the agenda for the meeting and maximises the opportunity for selling
• Demonstrating capability through effective use of features and benefits
• Closing the meeting and agreeing the next stage of the process
• Dealing with resistance:
• What objectives exist in reality and how to manage objections to your product or service
• Recognising the difference between priorities and preferences and how you can make clients more flexible in order to manage expectations and make the delivery agenda more realistic
• Setting key delivery objectives with the client by using SMART objectives