Preparing a sales meeting

"A successful salesman is 90% preparation and 10% presentation." (B.Canfield )

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Who is the workshop intended for?

The training program “Preparing a sales meeting” is intended for sales advisors, managers and those who at the meeting want to improve the quality of the meeting and the sales result.

Training objectives

The goal is to familiarize the participants with the importance of planning and preparation of a sales meeting, the process of determining optimal goals, the analysis of the chosen customer (his needs and potential), the environment in which he operates and own potential.

Workshop content

Analysis of the external environment of the selected buyer (activity, stakeholders, competitors)
Analysis of the market position of the selected buyer and his commercial potential (values and trends of key financial data, references, information from the media and other available sources)
Analysis of credit rating and business risks that may arise from a relationship with the selected buyer
Analysis of the internal environment of the selected buyer (management, organization, key processes, resources, …)
A customized model of “Carter 10” and “MacKey’s 66” questions about the buyer
Analysis of the portfolio of the selected buyer and positioning it in our portfolio
Defining a negotiation strategy (negotiating framework – price range, commercial conditions, collateral, what will not change…) into multiple scenarios (minimum of 3).

DURATION: ONE DAY TRAINING PROGRAM

Sales and Negotiation