Understanding and applying effective meeting process skills establishes credibility with clients and increases the likelihood of meeting the objectives of a sales call. In this half-day workshop, participants will learn crucial skills for leading effective meetings. By the conclusion of this course, participants will be able to:
Use facilitation skills to run effective sales meetings
Establish roles within a sales call
Elevate the level of dialogue with a client by applying problem solving techniques
Use a proven meeting management model
Be sensitive to group dynamics
Leading Problem Solving Negotiations Meetings
Overview
Problem Solving Negotiations introduces participants to a research based negotiations model and the skills required to make it work. It teaches participants a win-win relationship oriented and client-centric approach to negotiations.
By the conclusion of this course, participants will be able to:
Prepare for negotiations meetings, conduct these meetings and assess results
Understand principles associated with negotiations
Negotiate effectively with customers and prospects
Ensure that negotiations have win-win outcomes
Understand differences between objection resolution and negotiating
Learn the power of reframing issues
Utilize resources throughout the process
Apply interpersonal, communication and problem solving skills
Bring creativity to the negotiation process
Meeting Facilitation
Overview
Meetings are a common forum for sales teams to interact, plan, brainstorm, solve problems, and evaluate performance. Typically, the focus and planning for meetings revolves around the content and very little time is spent on the process. However, most meetings fail or succeed because of process. This program is designed to help sales teams get the highest return on their meeting "investment" by focusing on critical process elements. The Baron Group's research and experience indicate that groups often have difficulty developing solutions to their own problems. Whether a meeting is called to solve a specific problem, make difficult decisions, develop specific strategies, conduct teambuilding or disseminate information, a meeting environment can often prove to be a difficult one for achieving results and moving forward. Research indicates that 75% of an executive's time is spent in meetings and that 70% of that time is considered by them to be unproductive. Groups typically encounter obstacles due to process issues -- the "how" part of the meeting. The "what" part of a meeting is the content (i.e., tasks, ideas, recommendations, issues, solutions and action steps) and groups typically thrive in this area. This workshop focuses on the process of meetings.
By the conclusion of this course, participants will be able to:
Apply effective group dynamic principles to routine meetings
Establish roles in meetings with clients
Better implement roles and responsibilities in a meeting setting
Manage and regulate conflict in a meeting setting
Apply proven approaches to best manage counterproductive behavior
Better prepare for and follow-up meetings to maximize ROI