Effective Customer Meetings



This workshop has been designed for existing and aspiring Sales Executives/Account Managers.


2-day workshop

Regional or in-company


Syndicate groups, brain storming, individual exercises and interactive discussions


Course hand-outs

Full course notes

Course completion certificate

for more information on this course, please call or register your interest

01952 462300

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what’s it all about?

This workshop has been designed for existing and aspiring Sales Executives/Account Managers looking to develop their approach to effective customer meetings. It will enable them to look at what the attributes of a 'great sales person' are and how the basis planning & preparation prior to booking a meeting can be the key to success.

The days will give them a sounding in the importance of planning and task management, the skills needed to gain those elusive appointments and to ensure clear, goal driven objectives are at the forefront of sales activity. They will drill down into the importance of creating a great first impression on every call and work to build a structure and agenda for conducting  successful business meetings.


Day One

• What are your objectives?

• The key attributes of a ‘Great Sales Person’

• Getting the basics right:

• The Account Manager basics

• Planning & Preparation, the need to book appointments

• Who is your customer?

• Assertiveness & Negotiation

Day Two

• What are we actually selling?

• Listening skills

• Role Play – Wants & Needs

• The account form 

• Action planning 

What will the delegate be able to do on completion?

• Realise the benefits of booking appointments

• Understand the planning and preparation behind a successful meeting 

• Be more assertive

• Use negotiation skills to obtain the best deal for themselves and the customer

• Value themselves as a sales tool

• Listen to their customer & identify buying signals

Martyn Jennings