Planning and organizing a meeting with the client: client’s life cycle; establishing objectives; planning long-term cooperation;
Initiating discussion with the client;
Assessment of the current status and analysis of the client needs: methods of using questions; understanding the business; culture in business; identifying and establishing the priority of the client’s needs; dealing with difficult clients;
Actual sale: benefit selling technique, BAC + C, according to the client’s needs; method of solving objections; identifying buying signals; closing methods.
