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Discovery-Led Meetings
"A Customer-Centered Approach fot Face-to-Face Sales Calls"
Length/Product Type
1 Day Course
Targeted Audience
Sellers, Sales Managers, Sales Support
Description
It's a seller's worst nightmare. You finally got a face-to-face meeting with a critical buyer within a
key account. Halfway through the meeting, the customer's body language is telling you that things are not going well. You're pretty sure the buyer is thinking, "How can I wrap this up early?" Customers, especially executives, seem harder to please and skeptical about committing to taking the next step. As a seller, if this has happened to you, it may be time to sharpen your face-to-face selling skills.
Discovery-Led Meetings offers sellers a repeatable approach for both planning and executing face-to-face sales calls based on a customer case study. This course helps sellers use customer research to maximize the effectiveness of both sales call plans and the sales calls themselves. Sellers learn how to increase their effectiveness by using a call planning tool. By using a 5-step repeatable structure for sales calls, sellers will learn to have a business-focused conversation with buyers, build trust, and secure a meaningful advance after each customer interaction.
Discovery-Led Meetings offers sellers a repeatable approach for both planning and executing face-to-face sales calls based on a customer case study. This course helps sellers use customer research to maximize the effectiveness of both sales call plans and the sales calls themselves. Sellers learn how to increase their effectiveness by using a call planning tool. By using a 5-step repeatable structure for sales calls, sellers will learn to have a business-focused conversation with buyers, build trust, and secure a meaningful advance after each customer interaction.
Objectives
Use customer research and insight to maximize the effectiveness of sales call plans and sales calls
Adopt a more disciplined approach to call planning involving the entire sales team and using a practical sales call template
Practice using a 5-step repeatable structure as a conversation guide
Use customer success stories strategically throughout the sales call to build trust and credibility
Secure a meaningful advance after each customer interaction
With this product you will receive
Recommended Supplemental Materials
Facilitator Instructions - to help you prepare for and facilitate each section of a course or customize and implement a template.
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
All materials to effectively deliver/use this product are included with your purchase.
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