Before taking this course, attendees will be nervous before going into a customer meeting. They will be under prepared with no meeting plan or question structure. They will often be unable to listen to answers as they are always thinking of new questions.

After taking this course, students will be an adept questioner who gets the information that they need from their customer. They will be confident and assured before during and after the meeting. They will have a good idea how to structure the meeting and how to ask suitable relevant questions that get good responses from their customer.

The intended audience is people who are relatively new to working in sales.  They could be someone whose sole job is sales, a one-person company that needs to sell their services to others or someone just starting their own company that needs to sell their products but is not sure how to go about it.  The course would also be helpful for people who have some experience but want to improve their sales performance.

Prospective students will have a tendency to talk more than their customer during meetings and as a result fail to understand the customer’s needs. Consequently, their proposals fail to be accepted most of the time.

By taking this course, students will be able to:

1. Maximise their chances of getting the meeting

2. Build a suitable meeting plan including objectives

3. Create a good first impression

4. Ask open questions to gain maximum information

5. Actively listen to the answers

6. Present information effectively

7. Use stories where appropriate.

1. Getting through the front door.

2. Meeting plan

3. Building trust / first impressions

4. Questioning skills.

5. Listening skills.

6. Presentations

7. Stories