Winning More Business in the Final Meeting (2 day course)
Training Description
The course starts with competitive analysis and identification of key selling points. The course also identifies difficult questions and areas where the competition may be stronger. This interactive course uses role-plays and green-light thinking techniques to look for improvements within the delegates' areas of business.The Course Suits
Any person involved in the sales process that either supports colleagues who attend the final meeting or actually are present at the final meeting.Training Benefits
- A better understanding of their competition
- Identify key selling points
- Anticipate difficult questions and how to answer them
- Practise final meetings
Course Timetable
DAY 1
09:30 - 10:00 Coffee & Course Objectives
10:00 - 11:00 Competitive Analysis (Delegates to use pre-prepared presentations about the competitors e.g. each is assigned a competitor to investigate prior to the course.)
11:00 - 13:00 Identifying our Key Selling Points
13:00 - 14;00 Lunch
14:00 - 15:00 Difficult Questions (What do we get, what is the best way to handle them)
15:00 - 16:00 Scenario Settings (Here delegates will describe to the rest of the group the next one of these meetings they have got coming up, if they haven't then they will need to invent one that is most relevant to them. They must explain as much of the history leading up to the meeting as possible and why they feel they may win or lose this bid.)
16:00 - 16:30 Preparation Work Set Overnight (All delegates will need to prepare 2 pieces of work. The first is for their meeting to the above scenario and secondly to prepare to be one of their colleagues customers i.e. identify difficult questions and areas where the competition may be stronger.)
Day 2
09:30 - 11:00 Final Meeting role plays (Each delegate will take it in turns to be a presenter and a customer. Interaction will be encouraged).
11:00 - 12:00 Review of Meetings
12.00 -13:00 Interactive Workshop to Look for Improvements
13:00 - 14:00 Lunch
14:00 - 15:00 Delegates to Spend Time to Plan and Improve Their Meetings
15:00 - 16:30 Meetings Repeated
16:30 - 16:45 Summary & Action Plans Agreed
© PTP/306
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