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Tutorial 7

How to structure and conduct an initial customer meeting

A key success factor in securing business is being able to guide a prospect through a structured “discovery meeting”

This dynamic lesson is relevant for those meeting face to face to secure a new client as well as those conducting this discussion on the telephone for additional work from existing customers.

During the workshop our sales expert Greg Donlan, will teach you:

  • How to structure the flow of a qualifying meeting
  • How to have the prospect follow your meeting agenda.
  • How to build initial rapport
  • How to subtly build your creditability up front
  • How to gently extract information about the prospects
  • How to establish how a prospect internal decision process works
  • How to influence the prospects decision criteria to favour your organisation
  • How to lock in a time for the next step in your process before concluding this meeting

Aprox Lesson Time = 45 minutes

It is Essential Learning for:

  • Sales Managers
  • Business Development Executives
  • Account Managers
  • Internal Sales Staff
  • Customer Service Teams
  • Product Managers
  • Sales Engineers

Note; this workshop may be completed by individuals or alternatively in a team meeting environment.  Each participant has the opportunity to individually submit their responses to questions and exercises. Feedback on those responses will be provided to each participant.

Individual Participant

$200.00Add to cart

Small Sales Team (up to five participants)

$450.00Add to cart

Medium Sales Team (up to ten participants)

$675.00Add to cart

Large Sales Teams (up to twenty participants)

$990.00Add to cart

* Pricing is inclusive of GST. Note; The theory is delivered  on video, each lesson includes a series of retention questions.
Feedback is provided on your responses once submitted.