Prospecting, Contact Strategies and Client Meetings

Duration of course: 2 days

Overview:

This programme will help participants to develop and implement strategies to identify and contact the right kind of potential clients and gain commitment to a meeting to discuss business opportunities.

To be able to:

• Develop and implement prospecting strategies
• Identify strategies to contact and keep in contact with the client
• Develop strategies to connect to client needs
• Recognise cultural challenges and how to overcome them
• Engage the client
• Convert a discussion to action and deal with objections
• Use business principles and values as a key differentiator with clients
• Apply consultative questioning techniques to identify and develop client needs
• Develop and deliver the benefits of a solution effectively
• Underpin the benefits of values as a key differentiator
• Manage client expectations
• Recognise and act on buying signals
• Gain commitment and close