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Course Overview This is about doing all the right things to influence the customer in the limited time available in customer meetings. Audience This is about doing all the right things to influence the customer in the limited time available in customer meetings. Skills Gained - Gain a practical understanding of best practice selling
- Improve personal productivity, effectiveness and time management
- Quick fixes and longer-term performance improvements
- Maximise your chances of achieving your account objectives
Course Outline - Understand the key elements of account planning and preparation
- Identify key customer contacts and the customer's decision making process
- Gain an understanding of all the key elements of best practice selling in face-to-face situations:
- Preparing and researching appropriately, in order to accelerate progress in customer meetings
- Professional behaviour at the beginning and throughout the meetings to impress and make an impact with customers
- Truly understanding customers' needs and effectively capturing vital information to use later in the sales cycle
- Promoting your solutions in a memorable way to raise and keep the customer's interest
- Gaining commitment from the customer and ensuring that you keep the momentum going
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