Managing the Sales Meeting
Control the flow of the meeting, steer the outcome.
Programme overview.
The craft of running a sales meeting professionally from open to close. Managing time, agenda, emotion and the decision process; building trust and locking in the next step.
Why this training?
Even a well-prepared meeting often turns into a chat and ends with no concrete result. The reason is simple: no agenda, no time management, no closing sentence. This programme builds the discipline of ending every meeting not with 'that went well', but with a dated commitment.
The backbone of the programme.
Pre-call planning
Enter every meeting with 3 goals: minimum acceptable outcome, realistic target, ideal target. An unprepared meeting means leaving the sale to chance.
Agenda setting and the time contract
Share the agenda in the first 2 minutes and confirm the duration. If the customer gave 30 minutes, start closing at minute 27, not 29.
70/30 listening-to-talking ratio
The salesperson speaks 30% and listens 70%. Controlling a meeting is not talking a lot — it is directing the flow.
Next-step commitment
The meeting ends not with 'I'll think about it' but with a concrete action or appointment in both calendars.
Field example.
We ran four weeks of video-recorded meeting coaching with a technical sales team. Baseline: 52-minute average meetings, 38% ending in 'I'll think about it'. After the time contract and pre-call plan discipline: 34-minute average, 71% ending with a concrete next step.
By the end of the training, the participant will:
- 01Starts meetings with a clear agenda
- 02Allocates time and energy correctly
- 03Defines the next step at the end of every meeting
- 04Builds the post-meeting summary discipline
Programme flow.
- Pre-meeting preparation
- Opening, agenda setting, building trust
- Main body: balancing presentation and dialogue
- Closing and the next step
- Handling difficult situations
- Hands-on meeting simulations
Minimum 2 days
Turkish / French / German
Role play, Video recording, Individual feedback
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01Pre-call planning card
- 02Your personal library of opening and closing lines
- 03Post-meeting summary email template
- 04Meeting time-management tracking form
Target participants.
- Field sales representatives
- Inside sales teams
- Any professional working by appointment
Preparation.
- Running at least 5 customer meetings per week
- Openness to role play and video recording
Managing the Sales Meeting — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.