BREAKING the ICE
in FIRST
SALES MEETINGS

A SALES COMMUNICATION LEARNING PROGRAMME AVAILABLE FACE-TO-FACE, VIRTUALLY OR AS AN E-LEARNING

Available as a consultancy service where we create your first meeting roadmap for you!

You never get a second chance to make a good first impression.

– Will Rogers

 

Why do this?

How many sales people will have gone through your prospective customer’s door before you?

When buying is at the top of your prospective customer’s to-do list, they will be scheduling many meetings with potential suppliers – that’s you and your competitors.

Ask any Purchasing Manager what they think of sales meetings and they’ll often tell you that they soon start to blur into one and it becomes difficult to distinguish one sales person from another, let alone recall the key details of each of their offer.

Meetings offer a golden opportunity for the customer to look at the salesperson, get a feeling for them and gauge whether they can be trusted to deliver what they have promised.

A good salesperson knows how to find gold in this opportunity too. They put the customer’s needs before their own and thereby stand out from the crowd of competitors who can’t stop talking about themselves and their products.

The best salesperson goes one step further – they know how to ask the right questions so that they can lead the prospect to the best possible solution for them: the offer they are presenting.

USE ACTIVE LISTENING, VERBAL MIRRORING AND PSYCHOLOGY TECHNIQUES TO UNDERSTAND WHAT YOUR PROSPECT WANTS AND BECOME THEIR TRUSTED ADVISOR AND SUPPLIER OF CHOICE

What are the benefits?

You will start by learning how to open sales meetings in a way which creates a warm, personal rapport with the prospective customer and how to move the conversation on so you can establish your authority, credibility and start to build trust in a natural and authentic way.

You will master the art of asking the right sales questions to determine your prospect’s relevant past experiences, their current situation, their needs, their fears and objections and what their ideal solution would be as well as how urgent their need to buy is at the time of meeting.

Furthermore, you will learn the best way to put your offer forward so you can engage and excite the prospect by making it relevant to them as well as learning how to move the sale forward to the next stage of the sales cycle and closer to the close of the deal.

Call us on +44 (0) 7914 691 549 or email us at hello@elcconsultants.co.uk to talk to
a Learning Advisor about this programme

Key Content

  1. How to open the sales meeting so that you can create a natural and immediate rapport with the prospective customer, establish your authority and credibility and start to build strong trust
  2. Leveraging our Customer Journey Toolkit which will enable you to understand your prospect, their priorities, their pressures and their feelings so that you can create a strong, empathetic bond with them
  3. The 3 advanced sales questions types which will help you to determine your prospect’s real needs, fears and desires so you can lead them to you irresistible offer and its value adds
  4. Accurately diagnosing your prospective customer’s biggest worry and how to sufficiently disturb them to make their need for a solution urgent enough to request your help
  5. The best way to present your offer so your prospect is engaged and excited; and how to get them fully committed and enthusiastic about taking the next steps in the sales cycle with you

This is a practical and engaging workshop backed up by robust theories from psychology and communication theory and with role-play exercises replicating the exact challenges you will face on the job.

BeachTowel

Stand out in your crowded marketplace by putting
your customer’s interests first and creating trust and
persuasive offers which move the sale forward in the cycle

I expected the Audit Report Writing Workshop to be a very dry and theoretical course with instructions on how we write reports in Vodafone.

But to tell you the truth, I came home and I said to my wife: “Susan, today I’ve had the most amazing training I’ve ever had!” – and I’ve had some great training!

The report writing training was fantastic – the difference being that the trainer really knew how to bring the message across. The training was very interactive. It not only taught me how to write in the most efficient and professional way but also how to make a powerful connection with the reader.

All in all, we not only learnt how to write reports, but we also learnt how to communicate effectively which I think is the key. That was the real added value of this course.

Dominque Pauwels
Senior Internal Auditor
Vodafone

As a training experience, Financial Report Writing Workshop took our attention from the very start – not just me, but the whole group.

People were saying: “Wow! It’s 9 o’clock on the day of the first session and we have already defined exactly what the key problem is with our report writing.”

I would definitely recommend this financial report writing training. It’s not just about the books and the materials, but it’s important to learn things that you will remember at work and know how to use.

I immediately applied what I learnt from the training into my real business life. The expertise of the trainer and how the training was delivered was the key to success here. What is delivered is important, but how it was delivered was what I would also like to recommend. In this sense, it was better than 99% of the training I have had till now.

Emre Tor
Corporate Business Account Manager
HSBC

Bespoke communication learning programmes
to take your performance to the ultimate level

How can you join?

GroupProgramme

You can train your people in-house

... in one of our GROUP LEARNING PROGRAMMES

OpenCourse

Or you can take one of our OPEN SESSIONS in London

VirtualCourse

You can even take a VIRTUAL PROGRAMME

... WHENEVER and WHEREVER you want to

Coaching

We even coach your TOP DOGS!

ROI

EMPOWERING

your organisation's

COMMUNICATION

How do we work?

We have a comprehensive catalogue of bespoke learning programmes to help busy professionals master their leadership communication and technical communication. In addition, we offering fast-track options for non-native communication development for global professionals who do not speak English as their mother-tongue.

All of our programmes are supported by the latest insights from adult learner theory and the 70:20:10 model.

What is more, our programmes are delivered by expert consultants who are thought-leaders in their fields and possess a wealth of experience in both the business environment and formal learning settings.

All of which guarantees maximum ROI for your organisation.

70: 20: 10 Model

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