Conversations with Clients

Course details

While it is not a primary role of an engineer, the ability to hold successful sales meetings with prospective clients has become more important for engineers looking to advance into senior management.

However, selling is not about going for the jugular and hoping for the best – it is about maintaining long-term consultative relationships with clients or customers. This course will help you to conduct successful sales meetings, a skill which plays a huge part in both the development of these relationships and in moving the client towards a sale.

A great deal of sales work takes place in face-to-face meetings with your clients or customers. Successful selling generally depends upon the lasting relationships you establish with your clients - not on the speedy close - and meetings are where you build these relationships. As a result it is important to have a thorough understanding of how to plan and structure an effective sales meeting. We can view each sales meeting as having four stages: planning, opening, advancing and closing. There are four modules in this course; one covering each stage of this process.

Key topics covered in detail include:

• Planning for a meeting with clients
• Opening a meeting with clients
• Advancing discussions with clients
• Concluding a meeting with clients

Target audience:

This course will appeal to engineers and technicians looking to broaden their skill set to include the handling of successful sales meetings with prospective clients.