Winning More Business in the Final Meeting (2 day course)
Course
In Manchester, Birmingham, Bristol and 4 other venues
Description
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Type
Course
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Level
Intermediate
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Location
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Duration
2 Days
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Start date
October
other dates
The course starts with competitive analysis and identification of key selling points. The course also identifies difficult questions and areas where the competition may be stronger. This interactive course uses role-plays and green-light thinking techniques to look for improvements within the delegates' areas of business.
Facilities
Location
Start date
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Reviews
This centre's achievements
All courses are up to date
The average rating is higher than 3.7
More than 50 reviews in the last 12 months
This centre has featured on Emagister for 13 years
Subjects
- Meetings
- Sales
- Sales Training
- Confidence
- Analysis
- Strategies
- DEALING
- Overcoming
- Objections
- Pre-handling
- Positively
Course programme
- A better understanding of their competition
- Identify key selling points
- Anticipate difficult questions and how to answer them
- Practise final meetings
DAY 1
- 09:30 - 10:00 Coffee & Course Objectives
- 10:00 - 11:00 Competitive Analysis (Delegates to use pre-prepared presentations about the competitors e.g. each is assigned a competitor to investigate prior to the course.)
- 11:00 - 13:00 Identifying our Key Selling Points
- 13:00 - 14;00 Lunch
- 14:00 - 15:00 Difficult Questions (What do we get, what is the best way to handle them)
- 15:00 - 16:00 Scenario Settings (Here delegates will describe to the rest of the group the next one of these meetings they have got coming up, if they haven't then they will need to invent one that is most relevant to them. They must explain as much of the history leading up to the meeting as possible and why they feel they may win or lose this bid.)
- 16:00 - 16:30 Preparation Work Set Overnight (All delegates will need to prepare 2 pieces of work. The first is for their meeting to the above scenario and secondly to prepare to be one of their colleagues customers i.e. identify difficult questions and areas where the competition may be stronger.)
- 09:30 - 11:00 Final Meeting role plays (Each delegate will take it in turns to be a presenter and a customer. Interaction will be encouraged).
- 11:00 - 12:00 Review of Meetings
- 12.00 -13:00 Interactive Workshop to Look for Improvements
- 13:00 - 14:00 Lunch
- 14:00 - 15:00 Delegates to Spend Time to Plan and Improve Their Meetings
- 15:00 - 16:30 Meetings Repeated
- 16:30 - 16:45 Summary & Action Plans Agreed
Additional information
Winning More Business in the Final Meeting (2 day course)