Sales meeting and negotiation training
We’ve done the hard work, our unrivalled marketing has created the selling environment, we've presented the business, generated the interest. Everything looks good on paper. Now it’s time to meet the buyer.
First impressions are usually irreversible. Within the first few seconds of any new meeting you are evaluated, sometimes by just a glance. With stakes riding high, the first meeting with a potential purchaser can be decisive. It is vital that you present both yourself and your business in the best possible light.
Most business owners have never sold a business before and it is unlikely that they’ll know what to expect at a meeting. At Lucas & Weston we conduct hundreds of sales meetings every year on behalf of our clients. We’ve seen pretty much everything from the strange to the unusual. It is fair to say very little now surprises us.
We’ve analysed the necessary topics every successful meeting needs to address, such as: ‘Why are you selling?’ or ‘How crucial to the business are you?’ It is essential for you to consider your answers to these in advance of a meeting. Your negotiating position mustn't be weakened by being speechless or inarticulate in response to searching questions.
Perhaps the main reason to be prepared is that you are likely to meet the enthusiastic buyers - the people most likely to acquire - first. You won’t have the time to learn on the job as your best prospects may have already passed. You need to be prepared and ready to make the best impression first time.
We have developed a special sales meeting programme. It is specifically designed to highlight all the variables of a sales meeting - similar to a dress rehearsal in the theatre. You’ll cover all of these:
- Why professional presentation makes your negotiation position more credible.
- What to say and what not to say.
- How to behave.
- What you’re going to be asked.
- How to handle tough questions.
- How to avoid being defensive.
- Quizzing the buyer - asking the right questions.
- How to discuss price.
- Following an agenda.
- Listening for buying signals.
You will gain a greater understanding of what is involved and what is going to be asked, which will serve you well for the real event. You will be more confident, professional and better prepared. These are the ingredients for a successful negotiation and ultimately for a sale.
If you would like to learn more or to find out how our clients benefit from this innovative and valuable programme, please ring us on 0845 644 0266 or send us an e-mail.
