fbpx

Effective meetings: The sales meeting

1 hour

Waymaker Academy

Course overview

Master the sales meeting.

This comprehensive course, “Mastering Effective Sales Meetings,” is designed to equip Chief of Staff, Strategy & Operations Leaders, Team Leaders, and Sales Team Members with the essential knowledge and skills to conduct highly successful sales meetings together as a team.

This course provides participants with the tools, strategies, and techniques necessary to confidently plan, execute, and follow up on sales meetings, ensuring they become a driving force in advancing opportunities through the sales pipeline.

Learning outcomes

Upon completing this course, participants will:

Understand the Purpose

  • Articulate the primary objective of a sales meeting: advancing opportunities to the next stage of the sales journey.

Manage Time Effectively

  • Apply best practices to allocate appropriate time for different types of sales meetings based on the deal stage.

Run Effective Meetings

  • Choose the optimal meeting format and environment, whether face-to-face or video conference.
  • Implement strategies to ensure engagement and productivity during video conference meetings.

Context and Framework

  • Recognize the distinction between internal sales team meetings and sales meetings with clients.
  • Differentiate between the meeting framework and sales methodologies, applying the framework to execute any chosen sales methodology effectively.
  • Address common challenges in sales meetings, such as preventing disruptions and enhancing deal progression.

Embrace Selling Principles

  • Embody fundamental selling principles, including establishing authority, active listening, obstacle removal, problem-solving, balancing emotion and reason, and viewing sales as a collaborative journey.

Structure the Sales Meeting Agenda

  • Comprehend the structure of a successful sales meeting agenda, consisting of six key steps.
  • Effectively execute each agenda item, from defining the purpose to closing with alignment.

Articulate Position of Authority

  • Craft a concise statement demonstrating authority and credibility, supported by client references or proof points.

Listen and Understand

  • Develop active listening skills to understand the client’s situation, identify pain points, metrics, and target outcomes, and employ divergent questioning techniques to explore the problem thoroughly.

Present Solutions

  • Tailor and present solutions that address the client’s specific issues, achieve desired metrics and outcomes, and respond to questions with specifics.
  • Utilize convergent statements to showcase precise assistance.

Define Next Steps

  • Collaboratively agree on the next steps and actions required for decision-making and progression, proposing mutually agreed-upon steps.

Align with Purpose

  • Express gratitude and close the current sales journey stage with a reaffirmation of the meeting’s purpose.

By achieving these learning outcomes, participants will be well-prepared to lead and participate in sales meetings with confidence, effectively advancing opportunities, strengthening client relationships, and contributing to their organization’s success in the competitive world of sales.

Waymaker Academy is open to all users of Waymaker, even if you do not have an app license yet.

To get started, choose a course, if you don’t have a user ID, you can create one and use that when you enter other courses.

If you want to see your badges and certifications against your profile in the Waymaker App, then ensure your Academy and App email are the same. All courses can also be accessed from main menu in the app.

EFFECTIVE SALES MEETINGS

1 hour

Get started on Waymaker

Sign up to the app and build your command centre of plans, goals, projects, scorecards, and more.