Transform your approach to pitching and client meetings with a clear, step-by-step process that takes your prospect from "hello" to "thank you for your business."

What You'll Learn:

- Client Profiling and Why It Matters: Learn the essentials of preparing for meetings, what to prioritise, and what you can skip.

- The Art of Asking the Right Questions: Discover how to take your prospect on a journey using three layers of questioning to get the best results.

- Objection Handling: Get ahead of objections and learn to manage them effectively before they arise.

- Quality Warm Referrals: Learn when and how to ask for quality referrals, and most importantly, how to convert them.

- Closing Without Confrontation: Master non-confrontational closing techniques that leave your prospect feeling confident in their decision.

- Pre-Loading Meetings: Avoid long-winded pricing discussions by properly setting up your meetings and managing expectations early.

- Respect the "Brick Wall": Understand the importance of maintaining a clear division between the fact-finding phase and your sales pitch for optimal results.

Agenda:

1. Client Profiling & Preparation

2. Mastering Questioning Techniques

3. Handling Objections Effectively

4. Building and Converting Referrals

5. Non-Confrontational Closing

6. Pre-Loading Meetings to Avoid Pricing Pains

7. The "Brick Wall" Between Fact-Finding and Pitching

Key Takeaways:

- Guide prospects smoothly through the sales journey with effective questioning.

- Anticipate and handle objections before they arise. - Confidently ask for and convert warm referrals.

- Close deals in a non-confrontational, relationship-building way.

- Navigate the transition from fact-finding to pitching for maximum success.

Walk away with a streamlined approach to client meetings that maximises every opportunity and builds long-term relationships.

Slides can be viewed here

🗣 Masterclass host: Oliver has spent 30 years in the B2B Sales arena working with such organisations as Pepsico, Nike, Danone, English National Opera, Durable UK and Olympus Power. He's trained sales teams to sell effectively, intuitively and with greater confidence and purpose. He works with sales teams focussed on the longer term relationship and not the 'stack it high, sell it cheap' win.

🎫 Who is this for?

Anyone responsible for meeting with prospective clients for fact finds, discovery calls, proposition delivery, pitches and winning business against competition.