Maximising Face-to-Face Selling Skills

Time spent with customers is precious, and it is important that all parties involved in business meetings get the results they want from them. Whether it be at their premises or yours, it is important that your team plans, prepares and manages the meeting effectively. Face-to-face interaction is different, and there are many factors that come into play such circumstances. Personal presentation, articulation and body language are all important factors. So is the ability to engage, adapt, and connect with your clients. Are your sales people best equipped to achieve this?

This programme is designed to help sales people, managers and customer-facing staff at all levels, to get more profitable results from their meetings.

Aim of the programme

To enable all participants to confidently and consistently utilise a structured approach to professional face-to-face selling, in order to maximise the business potential from each and every sales meeting.

Programme style and content

This programme focuses on developing participants' confidence in utilising practical techniques and processes that are immediately implementable. The programme is highly interactive and motivational with lots of opportunity to participate. Much use is made of personal coaching against the 'Maxima Sales Meeting' framework which helps attendees refine their personal approach. Participants learn through practical experience based on real life examples, with confidence building feedback.

Key subjects covered are:

• What makes a top sales performer in 2012
• Getting appointments with key decision-makers
• Professional preparation for a sales call
• Opening and focusing a sales meeting
• Sophisticated question techniques to identify client' needs
• Presenting solutions to identified client needs
• Overcoming and managing client resistance
• Closing the sale
• Positive communication skills and positive body language

Target Audience

This programme is relevant for anybody involved in customer-facing meetings, show-rounds and presentations; including sales people at all levels. It is also valuable for managers at all levels who are involved in client meetings, or who manage sales people who are.

Programme Leader

Martin is valued by clients for his ability to utilise his wide knowledge base to innovate practical and effective solutions to help them achieve their goals.

Martin uses his energy, enthusiasm and humour, together with excellent communication skills, to create highly motivational training programmes.

Martin held Senior Management positions in sales, marketing, training and operations in both the airline and hotel industries before founding Maxima Training in 1995.

A believer in life-long learning, Martin has resisted the temptation to complete his doctorate on the basis that no one would take a Dr. Pepper seriously!