Face to Face Selling


Aims of the course

The course will boost the performance of sales people in face to face meetings with either clients or prospects. It equips participants with the tools and techniques to help them plan and manage meetings to ensure favourable outcomes.


Who will benefit from attending?

Anyone with responsibility for face to face sales meetings, including field sales professionals, account managers, relationship managers and business development professionals.


Reference Nr.:
Experience Level:
Main Group


Participants will learn to:

  • Conduct themselves confidently in a face to face meeting
  • Gain the trust and confidence of the client
  • Prepare well for any face to face meeting
  • Appreciate some of the most common blunders made during face to face sales pitches 
  • Use body language as cues in the meeting
  • Apply a toolbox of techniques to ensure performance is optimised


Key topics covered:

  • Appointment making and dealing with the gate keeper
  • Building rapport and gaining client confidence and trust
  • Preparing for a meeting – including, researching a client’s organisation, the role of the client and the organisation’s values
  • Preparing a comprehensive meeting agenda
  • The dos and the don’ts of meetings
  • Key face to face selling blunders and techniques to ensure that these are avoided
  • Questioning skills and active listening
  • Managing objections positively and effectively
  • Delivering an effective sales presentation - dos and don'ts, planning and material development
  • Gaining client buy in to moving forwards and formalising next steps


What is included?

The majority of our courses are customised and delivered in house.  Our standard fee for customised course delivery over the duration of a day is £950.00, which includes diagnostics, course customisation to ensure the course meets the specific needs of your organisation, materials and delivery to groups of up to 15 people.  This equates to a training investment of £65.00 per head. Certificates are issued upon completion of the training for all participants.