M EETINGS A ND C ONSULTATIVE
S ELLING P ROGRAM

Program Design

After discussing thinking styles and understanding how to apply this information in a communication, participants learn how to open a discussion, confirm criteria, ask appropriate and high-yield questions, and listen actively. Through role play they apply understanding of how messages are conveyed through body language, and how handouts and visual aids can be used appropriately. Finally the workshop covers confirming the status of the discussion, determining next steps, closing the sale, and following up.


SCHEDULE

Assignment Fill out Myers-Briggs Type Inventory
a.m. Planning for the client meeting
Discussion: Understanding thinking styles

Exercise: Dealing with people who process information differently than you do

Discussion: Developing potential options (considering the stage of the
client relationship); creative problem-solving
Managing the client meeting
Discussion: Using questions to develop rapport and clarify criteria

Exercise: Asking high-yield questions

Discussion: Listening actively
Probing to determine root of need/criteria

Discussion: Opening the discussion
Confirming criteria
Lunch Participants prepare for roleplay
p.m. Discussion: Using appropriate language and tone
Conveying messages through body language (instructor models do’s and don’ts)
Using handouts appropriately

Discussion: Opening the discussion
Confirming status of discussion
Closing the discussion; closing the sale
Following up

Roleplay: Meeting*
Summary and wrap up

* Roleplays are videotaped. Tapes can be reviewed with an instructor after the workshop.



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