COURSE OBJECTIVES:

• Our managing Meetings & Presentations course will support sales professionals making the transition from telephone selling to field sales
• To focus on how to pitch a meeting so that it achieves your business objectives and delivers relevant benefits of your brand/opportunity
• To provide a structure for running meetings so that they are high value to all attendees

COURSE CONTENT:

Selling the meeting:

• Meetings in 2020: what are the benefits and how can you maximise value for all parties
• How to sell a meeting to a time poor prospect

Preparing for your meeting

• Immediate follow up to scheduling your meeting
• Making the most of your time out of the office
• What do you need to know before you go
• Networking the Decision Making Unit: the role of LinkedIn
• Setting your objectives for the meeting
• Preparing your questions
• Preparing your sales collateral – what will you take? What will you send ahead?
• Planning and sharing your agenda

How to structure the meeting

Verbal & Nonverbal Communication + exercise

Building Rapport + exercise

Planning the structure of your meeting: the role of questions

Delivering your Pitch

• Qualities of an excellent presentation
• What do you want it to achieve?
• Dos and Don’ts
• Managing your Materials
• Dealing with challenging feedback and objections

Follow Up

• When and how
• Proposal structure and agreeing next steps