MAX FACE-TO-FACE
SELLING SKILLS
SELLING SKILLS
Overview
Time spent with customers is precious, and it is important that all parties involved get the results they want from the meeting. Whether it be a zoom call, face time, Microsoft teams or, we hope soon, at their premises or yours, it is vital that your team plans, prepares and manages the meeting effectively.
This programme is designed to enable sales people, managers and customer-facing staff at all levels, to get more profitable results from their face-to-face sales meetings or virtual face-to-face meetings with clients. We focus on breaking the meeting down into five key parts:
1. Preparation for the meeting
2. Opening the meeting
3. Needs analyses to establish the customer’s specific needs
4. Presenting solutions to meet the customer’s specific needs
5. Getting commitment from the customer to the sale or next step in the sales process
Success is the maximum utilisation of the ability you have. 
Zig Ziglar 1926 to 2012, Motivational speaker
Target audience
This programme is for people who conduct face-to-face sales meetings with clients or potential clients. It works for both new and experienced salespeople. Many experienced salespeople who have attended the programme have said they got great benefit from reviewing their face-to-face sales process with a view to identifying areas for improvement. People who have attended this programme include sales executives, sales managers, general managers, sales directors, business owners, wedding coordinators and sales coordinators.
Aim of the programme
To enable participants to utilise a structured approach confidently and consistently to professional face-to-face selling, in order to maximise the business potential from each and every face-to-face sales meeting.
Programme content
Highly interactive and motivational. Much use is made of personal coaching against the ‘ Maxima Sales Meeting’ framework which helps participants refine their personal approach. Participants will learn through practical experience based on real life examples, with confidence building feedback. Key subjects covered are:
- The MAX sales model, a blueprint for maximising sales.
- Preparation for a face-to-face meeting. Virtual or in person.
- Making a great first impression.
- Opening the meeting.
- The art of sales conversation.
- Positive body language. This includes how to conduct yourself in virtual meetings.
- How to use words to excite, build rapport, establish trust and collaboration.
- Using the FOCUS question technique and other advanced question and influencing strategies to uncover, identify and confirm specific needs.
- Presenting powerful benefit-based solutions to specific needs. Presenting ideas to challenge prospects to think bigger and to think differently.
- Presenting price as an investment not a cost.
- Resolving customer concerns and objections.
- Closing the sales and getting real commitment.
Each participant will receive a copy of the comprehensive MAX guide to Face-to-Face Selling to support the learning plus access to online modules to support the programme.
The Programme
When an individual learner or a team sign up to a programme then the experience begins.
We will send the individual The MAX Learning Guide on the subject they have signed up to. The MAX learning guide is a structured way to work through the programme. It provides space for learners to take notes and it has expanded information for ongoing reference.
We will schedule a 15-minute zoom call with each learner to welcome them to the programme, explain the aims and objectives and process and to discuss their individual learning objectives.
Learners will then be sent the link to an interactive online programme which they can work through at their own pace. The programme is set out in logical sections and works in conjunction with the learning guide. The length of the online programme will vary depending on the subject.
Having completed the online modules, learners participate in group session on zoom, with all the other learners on the programme. During this typically two-hour session, we will go deeper into the subject and answer questions to help people absorb and apply the training. Learners also benefit from the social interaction. During this session we will run a quiz on the subject with live scoring. This is designed to give a point to the training and to help validate the training.
Following the Group Zoom deep dive, each learner will be sent a link to additional online learning and the validation exam for the programme. The results will be shared with the learner and a certificate will be issued to people who graduate from the programme.
Each learner will then have a 1 hour Zoom coaching session with their Maxima coach. During this session, the learner will have the opportunity to explore any elements of the programme they need more help with. We will also be challenging the learner to confirm their action plan for using the learning in the real world.
£275 per person plus vat – Rate includes The MAX Guide to New Business Development Skills and access to online modules to support the programme.
Programme Leader
Martin Pepper
Martin Pepper – Fellow of the Institute of Sales Management MD Maxima Training & Development
positions in the airline and hospitality industries and was Director of Sales Training & Business Development World-wide for Forte Hotels before co-founding Maxima in 1995.
Martin is valued by clients for his experience, down to earth approach, fast pace, understanding of business reality, humour and his ability to communicate in a motivational style that makes people want to take action.
Martin has been made a Fellow of the Institute of Sales Management in recognition of his outstanding contribution in developing salespeople in the hospitality industry. Martin is a sought-after conference speaker on a range of subjects related to developing people to develop business.
Martin is a qualified trainer and coach through the CIPD and is a licensed Insights Discovery Practitioner. A life-long learner, Martin has resisted the temptation to complete a PHD on the basis that no one would take a Doctor Pepper seriously!
What our delegates say
Open programmes which dovetail with this programme
- MAX New Business Development Skills
- MAX Negotiation Skills
- MAX Account Development Skills
- MAX Sales Conversion from Show Rounds
Terms and conditions
On receipt of your booking Maxima will confirm your booking via email. Maxima will also invoice you the fee for the programme for which the payment is due on receipt. All fees must be paid prior to the training day.
Once booked, fees are not refundable, and cancellations are charged in full. Substitutions are allowed at any time. In case of sickness and or unavoidable problems on the day, then we will endeavour to get the participant onto the next available programme.
Maxima reserve the right to cancel or postpone any programme where minimum numbers are not obtained. In such a case, participants will be offered a full refund or a place on an alternative programme. Should a programme need to be postponed or cancelled, Maxima will notify participants at least 21 days in advance of commencement of the programme.
