LESSONS

Two men and one woman standing and talking in business meeting

Delivering a Memorable Meeting

Success is when your client can easily remember and repeat to others how you uniquely solve their challenges.

1. Facilitating the Meeting

You’ve spent hours or days building your story and designing your presentation. You’ve briefed the team and rehearsed. Now it’s showtime. The role of the facilitator is critical. Use these techniques to ensuring the meeting delivers everything you want it to and everything the client needs.

2. Managing Time

Managing time is one of the biggest challenges to running any meeting, but when done well, it creates a distinct competitive advantage. Here’s how to engage your client and fully convey your messages while managing and respecting the time they have given you.

3. Opening the Meeting

Within the first few minutes, the client will decide if this sales meeting is worth their total mental energy. Apply these techniques to show them very quickly that you are focused on them and they will gain helpful information during your time together.

4. Closing the Meeting

How you end your meeting is as important as how you start it. You do not want to leave anything open to interpretation or leave the client trying to sort out how your solutions tie to their challenges. In this lesson you will learn how to leave the client with a clear understanding of your value and a concise message they can repeat to others inside their organization.

5. Operating as a Team

Team selling is about having the right people in the right roles who are fully aligned around the goal of the meeting and focused on what is most important to the client. This collection of techniques illustrates how to deliver a beautifully coordinated presentation.

6. Opening Each Section

Every new section or topic inside the meeting requires an opening to alert your client to know where you are going next and how this will benefit them. Use the techniques in this lesson during your transitions from one section to the next to engage the client in conversation and intrigue them enough to want to listen and learn more.

7. Working with the Slides

Your client will only remember a fraction of what you tell them.The more information you share, the more you are competing for space in their memory. This lesson focuses on how to use your slides and words to clearly convey your key messages and make it easy for the client to follow along.

8. Presenting on Your Feet

When meeting with a buying committee with more than three (3)members, standing to present is the best practice because your physicality has the power to amplify your message. These techniques outline how to bring the full force of your authority, confidence, and energy to your standing presentation.

9. Debriefing After the Meeting

You rehearse beforehand in order to perform well and debrief after to do even better next time. This lesson outlines how to debrief and give feedback after each presentation to continuously improve your performance, as individuals and as a team.