Have you ever come out of a long meeting saying to yourself “That was a waste of time…”?     

Meetings are often seen as the greatest time killer in organisations, with low impact and low value.

This is usually because the meeting is not properly planned or prepared and because the person running the meeting is using it to “dump information” rather than seek a decision or a response.   This half day seminar provides solutions to these problems. 

Participants will learn how to : 

• Avoid “dumping information”, (which tends to confuse listeners so that no decision is made) by “inverting” the meeting process so the client does most of the talking 
• Plan, prepare and open each meeting for maximum impact in minimum time 
• Use a unique approach to ask questions that instantly identify client / listener needs and core issues at an emotional level (which is where decisions are taken…) 
• Identify the Value of their ideas to a given client so that the unique Benefits are clear 
• Articulate clearly that Value in language that resonates with the client / listener 
• Use Conversation as the new PowerPoint ® 
• Minimise the volume of any necessary presentation material so that it does not overwhelm the clients’ capacity to recall the key benefits, (which is what they buy…)  
• Prepare high-impact visual aids and presentation packs where necessary 
• Gain agreement to action and enforce accountability       

The Benefits of this approach include:       

• Saving considerable time in preparation as well as in meetings   
• Differentiating yourself from competitors/ colleagues   
• Moving relationships rapidly “up the food chain”   
• Learning how to identify what drives the key client/ listener so that you are able to offer solutions to known needs, (meaning that they “pull” rather than you having to “push”)   
• Gaining engagement and agreement to act   
• Being yourself so that you reduce stress and build stronger relationships  

Who should attend?       

• Managers and Executives at all levels   
• Business Development and Sales professionals,    
• Client Relationship Managers,    
• Partners and Associates in Law, Accountancy or other Professional Services firms