Course description
Winning More Business in the Final Meeting (2 day course)
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 Participants' areas of business.
This Winning More Business in the Final Meeting (2 day course) course is available throughout the UK.
CPD Value 11 Hours
Outcome / Qualification etc.
- A better understanding of their competition
- Identify key selling points
- Anticipate difficult questions and how to answer them
- Practise final meetings
Training Course Content
Day 1
- 09:30 - 10:00 Coffee & Course Objectives
- 10:00 - 11:00 Competitive Analysis (Participants 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 Participants 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 Participants 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 Participant 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 Participants to Spend Time to Plan and Improve Their Meetings
- 15:00 - 16:30 Meetings Repeated
- 16:30 - 16:45 Summary & Action Plans Agreed
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Expenses
Fee includes all course materials, Participant packs, certification and lunch
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PTP: Practical Training for Professionals - leading provider of sales and management training in the UK
PTP - Practical Training for Professionals, have been delivering practical, hands-on training courses to professionals in the UK since 1991. PTP provide training course in several formats: in-house training, on a 1-2-1 basis or as public courses in more venues...