M EETINGS A ND C ONSULTATIVE
S ELLING P ROGRAM

Program Design

After discussing thinking styles and understanding how to apply this information in a communication, participants learn how to open a discussion, confirm criteria, ask appropriate and high-yield questions, and listen actively. Through role play they apply understanding of how messages are conveyed through body language, and how handouts and visual aids can be used appropriately. Finally the workshop covers confirming the status of the discussion, determining next steps, closing the sale, and following up.

SCHEDULE

Assignment	Fill out Myers-Briggs Type Inventory
a.m.	Planning for the client meeting
	Discussion: Understanding thinking styles Exercise: Dealing with people who process information differently than you do Discussion: Developing potential options (considering the stage of the client relationship); creative problem-solving
	Managing the client meeting
	Discussion: Using questions to develop rapport and clarify criteria Exercise: Asking high-yield questions Discussion: Listening actively Probing to determine root of need/criteria Discussion: Opening the discussion Confirming criteria
Lunch	Participants prepare for roleplay
p.m.	Discussion: Using appropriate language and tone Conveying messages through body language (instructor models do’s and don’ts) Using handouts appropriately Discussion: Opening the discussion Confirming status of discussion Closing the discussion; closing the sale Following up Roleplay: Meeting*
	Summary and wrap up

* Roleplays are videotaped. Tapes can be reviewed with an instructor after the workshop.

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