Conversations with Clients

The way you plan and conduct conversations with your clients and prospects will be the most significant factor in developing your relationship with them. The way you structure an interaction and the approach you adopt to uncovering customers' needs through effective questioning will determine whether you are accepted as a trusted advisor or not.

Conversations with Clients takes the learner through the four components of any successful meeting

Planning
Opening
Advancing
Concluding

This course outlines the approach you should take to planning a meeting, its structure and how you can use questions to identify a problem and involve a customer in a potential solution

Conversations with Clients enables learners to:

Plan and research effectively prior to meetings to ensure they are effective
Set sensible objectives for meetings through effective preparation
Agree objectives with customers by describing their goal in customer focused terms
Understand their customers' needs through effective questioning
Encourage their customers to open up through active listening techniques
Ensure that outcomes are agreed by concluding meetings effectively

Target audience

This course is ideal for anybody involved in developing long-term relationships with clients.

Learning outcomes

Planning

What should my objectives be?
How should I structure a sales meeting?
How do I plan a meeting?
How will I measure my success?

Opening

Why is opening so important?
How should I open a meeting?
How do I establish a rapport?

Advancing

What is advancing?
Why should I question a customer?
How do I question a customer
Why do I need to listen?

Concluding

Why is concluding a meeting so important?
How do I conclude a meeting?
How will I measure my success?

Flexible learning

Learners take their own route through the topics covered in the course. They will learn at their own pace through a variety of activities designed to accommodate a range of learning styles.

Duration

3 hours

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