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The way you plan and conduct conversations with your customers and prospects will be the most significant factor in developing your relationship with them. The way you structure an interaction and the approach you adopt to uncovering customers' needs through effective questioning will determine whether you are accepted as a trusted advisor or not.
Conversations with Customers takes the learner through the four components of any successful meeting:
- Planning
- Opening
- Advancing
- Concluding
This course outlines the approach you should take to planning a meeting, its structure and how you can use questions to identify a problem and involve a customer in a potential solution.
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Conversations with Customers enables learners to
- Plan and research effectively prior to meetings to ensure they are effective
- Set sensible objectives for meetings through effective preparation
- Agree objectives with customers by describing their goal in customer focused terms
- Understand their customers' needs through effective questioning
- Encourage their customers to open up through active listening techniques
- Ensure that outcomes are agreed by concluding meetings effectively
An annual license to Conversations with Customers provides an entire sales team with year round access to this unique learning resource.
Target audience
This course is the ideal introduction to the key skill of handling customer meetings and a useful refresher and practice tool for more experienced sales people.
Learning outcomes
Planning
What should my objectives be?
How should I structure a sales meeting?
How do I plan a meeting?
How will I measure my success?
Opening
Why is opening so important?
How should I open a meeting?
How do I establish a rapport?
Advancing
What is advancing?
Why should I question a customer?
How do I question a customer
Why do I need to listen?
Concluding
Why is concluding a meeting so important?
How do I conclude a meeting?
How will I measure my success?
Flexible learning
Learners take their own route through the topics covered in the course. They will learn at their own pace through a variety of activities designed to accommodate a range of learning styles.
Specification
Price: annual license based on number of users
Additional services
Blended learning: ½ day workshops available
Train the trainer: run your own sessions with pre-prepared materials - plans, presentations and activities
Tailoring: include your examples and issues
See also:
 Principles of Consultative Selling
The Consultative Sales Process
Negotiation Skills for Sales People
Account and Territory Management
Customer Service
The Internal Sales Person
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Management PAC
