Increasing Client Engagement
If you can identify naturally with different personality types, engage more conversationally, and ask more than you tell you will generate a distinctive advantage when building relationships.
Often, the time and opportunity to meet clients face to face is limited. How you use that time will be crucial.
The ICE module will help you plan and run meetings that are more personally effective and commercially productive, so that you generate greater rapport and trust, gather quality information, uncover client preferences, objections and needs, and uncover key strategic opportunities.
During the session realistic client meetings, relevant to your role, are practiced and reviewed by video. Using very simple, but highly effective models, we help you identify better with people you meet, control the flow of questions in order to develop needs and maintain a healthy balance of talking and listening. We help with the delivery of sharp, focused solutions and in achieving commitment from a client in order to build a stronger relationship or secure a transaction.
Some of the skills you will walk away with are:
- Making maximum use of very short preparation time
- Putting the relationship first
- Identifying different personalities and how to engage with them most effectively
- Developing needs through focused conversational questioning
- Explaining your value proposition quickly and
- ask for some form of commitment at the end of the meeting
- how to follow up appropriately and effectively after any meeting
Please call us if you would like us to tailor this programme for you.
