Overview

Within this course, we cover building rapport, managing the relationship, sales skills, influence and persuasion, objection handling techniques and general meeting skills.

Contents

Day One

• The psychology behind winning work
• Understanding your client’s map of the world and how different we all are
• Meta programmes and adapting your style to meet their needs
• Establishing yourself as the supplier of choice
• The influencing model and each key step
• Influential key communication skills and pacing/leading
• Questioning techniques to change thinking, manage objections and challenge assumptions; outcome, values and impact questions
• Using empathy and reassurance to build trust
• Chunking up and chunking down to change the client’s thought processes
• Persuasion patterns, objection handling patterns and agreement frames
• Managing challenging situations through to win/win outcomes
• Influencing internally to make things happen

Day Two

• Why do client meetings and interviews fail?
• Planning for the meeting or interview – organisational principles that must be fulfilled for subsequent effort to be effective
• Before the meeting or interview – arranging, co-ordinating and communicating
• The meeting or interview in process
• The skills of the chairperson, participants and interviewees
• Encouraging participation and dealing with difficult people
• Setting objectives, measuring results and managing ongoing concerns
• Facilitation skills and managing group dynamics
• Brainstorming and objective setting tools