Closing the Deal
Effective Client Meetings (Duration: Full day)
In order to succeed in business we need to communicate effectively with both new and existing clients in order to inform them of how, why and when we can solve their problems and why they should use our services rather than our competitors. We need to understand their business, their situation and what they are really looking for.
Who should attend?
All those involved in directly selling to new clients or communicating with existing clients.
Course overview
- Effective Preparation
- Establishing your objectives
- Developing Rapport
- Information Gathering
- Finding out what your client is really looking for
- Using questions that reveal your knowledge
- Educating your client
- Understanding the Purchasing Process
- How good are your references?
- Differentiating you and your business?
- Gaining Commitment
- Effective follow up
Outcome
Participants will gain an understanding of how clients make purchasing decisions and the knowledge and techniques to successfully win business.
Client Testimonials
- Enjoyed this session and found it of great value.
- The delivery was clear and 'jargon free'. Although I have a long history in sales it was good to be reminded of some of the basics
- Great opportunity to hear Jeff's experience.
- Jeff's personal approach, i.e. he had done his research!
- Top session - and I can imagine mind-blowingly helpful for the uninitiated. I would have loved this session 10 years ago because it would have accelerated a lot of my learning during that period.
- Notes were excellent - his style is engaging - found him very easy to listen - he 'works' a group expertly
- Jeff was credible on the subject and produced some handy tips.
- Strong around the fundamentals around rapport.
- I enjoyed the session. It reinforced and reminded me of key elements of the selling process. It also emphasised the importance of client testimonials. Something I feel we should develop. No downside to the session in my opinion.
- Great guy with some real insight and great checklists and tips, I enjoyed the session.
