Client Interviews and Meetings

This two-day programme shows bid managers, account managers and client relationship managers – as well as anyone who needs to attend client meetings – how to handle meeting and interview situations effectively.


Client Interviews and Meetings

2 Days

Available onsite


Within this course, we cover building rapport, managing the relationship, sales skills, influence and persuasion, objection handling techniques and general meeting skills.


Day One

  • The psychology behind winning work
  • Understanding your client’s map of the world and how different we all are
  • Meta programmes and adapting your style to meet their needs
  • Establishing yourself as the supplier of choice
  • The influencing model and each key step
  • Influential key communication skills and pacing/leading
  • Questioning techniques to change thinking, manage objections and challenge assumptions; outcome, values and impact questions
  • Using empathy and reassurance to build trust
  • Chunking up and chunking down to change the client’s thought processes
  • Persuasion patterns, objection handling patterns and agreement frames
  • Managing challenging situations through to win/win outcomes
  • Influencing internally to make things happen

Day Two

  • Why do client meetings and interviews fail?
  • Planning for the meeting or interview – organisational principles that must be fulfilled for subsequent effort to be effective
  • Before the meeting or interview – arranging, co-ordinating and communicating
  • The meeting or interview in process
  • The skills of the chairperson, participants and interviewees
  • Encouraging participation and dealing with difficult people
  • Setting objectives, measuring results and managing ongoing concerns
  • Facilitation skills and managing group dynamics
  • Brainstorming and objective setting tools

Enquire today.

Enquire about this course today, please note that this course will need to be designed and tailored specifically for your business, please give us as much information as you can in the below form as this will give us a much better understanding of how we can tailor the course to help you.

Interested in finding out more?

Call 0330 133 8190 or email