What needs to be prepared before meeting with a client? PASSION starts before the client meeting. This stage builds the habit of preparing around the client’s context and the purpose of the discussion before entering the room.
Complete Programme
Tried & Tested Framework
01
What needs to be prepared before meeting with a client? PASSION starts before the client meeting. This stage builds the habit of preparing around the client’s context and the purpose of the discussion before entering the room.
02
How should each interaction be approached to build trust? Approach focuses on adapting communication to the client’s preferred style. The aim is to increase mutual understanding and build trust from the start.
03
What needs to be understood before a solution is offered? Effective selling depends on the quality of the questions being asked. At this point, people practise questioning techniques that help them understand the need before offering a response.
04
What evidence best supports the offer? Show focuses on using the right evidence at the right time. The aim is to connect relevant material to what was uncovered during the Study stage.
05
How does the offer create value? This stage moves the conversation from features to benefits. The focus is on showing how the offer solves the client’s problem.
06
What concerns need to be understood and addressed? Objections are part of the sales process. This stage builds the ability to recognise whether the client is ready to move forward, and how to work through any reservations without losing trust.
07
How can both sides move towards agreement? Nurture & Negotiate is about keeping the relationship strong while moving towards agreement. The focus is on solving the problem together, so both sides can reach a win-win outcome.
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