Facilitating Effective Customer Meetings

Program Overview

Many sales and pre- sales representatives are required to make effective product demonstrations that address customer key business requirements during customer meetings. In this program you will facilitate a customer meeting using an already developed presentation demo, which creates linkages between your customers’ challenges and relevant products and services. You will practice skills and techniques that control the demo environment, including handling customer objections. You will develop skills that lead and support your ability to manage customer meetings and demos for maximum results.

Who Should Attend

Is this program right for you?

Sales and pre-sales representatives required to plan and conduct effective demonstrations during customer meetings.
Technical product and application specialists who conduct or assist in customer product demonstrations.
Sales managers responsible for planning, coordinating and conducting customer meetings, that include product demonstrations.

Key Benefits

What you will gain

Plan and practice facilitating a 20-minute meeting, including a demo which is recorded for your personal viewing.
Receive constructive feedback from skilled facilitators experienced in conducting customer meetings and demonstrations.
Build a set of best practices that creates linkages between your customers’ challenges and your products and services.
Identify techniques to handle customer attitudes including resistance, skepticism and objections.
Receive a comprehensive manual consisting of checklists, decision tables and job aids.
Receive Complimentary Post-Learning Sustainment.

Program Objectives

What you will be able to do

Plan and establish a clear framework for managing customer meetings.
Identify key elements to consider when planning how to effectively conduct a product demonstration.
Identify key actions required to keep the customer involved, interested and directed toward accomplishing the desired results.
Identify the key actions to curb unproductive behaviour and keep the customer meeting on target.
Practice facilitating a customer meeting which includes a demonstration of your products and services.

Content Outline

What the program covers

Review of key components of effective and ineffective customer meetings
Examine activities to be completed before the customer meeting
Complete call plan
Identify customer key performance indicators (KPI’s)
Elements of an effective demo
Plan a demo
Conduct a demo
Create value proposition
Create an agenda
Identify high yield questions
Identify customer objections and planned responses
Validate customer KPI’s and expectations
Set the stage and begin an effective customer meeting
Maintain a balance meeting pace
Generate action and conclude a customer meeting

Online · Microsoft Teams

+ applicable taxes · Secure online registration

Program Guide ↓

Need a custom session?

We deliver this program for groups of 5 or more at your convenience.

Facilitating Effective Customer Meetings