MAX Face-to-Face Selling Skills
Date: Length (days): Location/Venue: Cost: Availability: Booking-:
Friday 3rd April 2020 1 The Research House 325.00
Good availability
Book now

MAX Face-to-Face Selling Skills



Time spent with customers is precious, and it is important that all parties involved get the results they want from them.  Whether it be at their premises or yours, it is important that your team plans, prepares and manages the meeting effectively.

This programme is designed to enable sales people, managers and customer-facing staff at all levels, to get more profitable results from their face-to-face meetings. 

Aim of the programme

To enable all participants to confidently and consistently utilise a structured approach to professional face-to-face selling, in order to maximise the business potential from each and every sales meeting.

Programme style and content

Highly interactive and motivational.  Much use is made of personal coaching against the ' Maxima Sales Meeting' framework which helps you refine your personal approach.  You will learn through practical experience based on real life examples, with confidence building feedback. Key subjects covered are:

  • The MAX sales model, a blueprint for maximising sales.
  • Preparation for a face to face meeting.
  • Making a great first impression.  Opening the meeting.  The art of sales conversation.
  • Positive body language.
  • How to use words to excite, build rapport, establish trust and collaboration.
  • Using FOCUS question technique and other advanced question and influencing strategies to uncover, identify and confirm specific needs.
  • Presenting powerful benefit based solutions to specific needs. Presenting ideas to challenge prospects to think bigger and to think differently.
  • Presenting price as an investment not a cost.  Resolving customer concerns and objectives.
  • Closing the sales and getting real commitment. 
  • Follow up and follow through.

 Programme duration

One day - 0915-1700

Programme fee

£325.00 plus vat - Rate includes training, training materials, morning and afternoon refreshment and lunch.

Target Audience

This programme is relevant for anybody involved in customer-facing meetings, including sales people at all levels.

It is also valuable for managers at all levels who are involved in client meetings, or who manage sales people who are.

Programme Leader - Martin Pepper FInstSMM MD Maxima Training & Development

Martin is the Managing Director of Maxima Training & Development. Martin has held Senior Management positions in the airline and hospitality industries and was Director of Sales Training & Business Development World-wide for Forte Hotels before founding Maxima in 1995.

Martin is valued by clients for his experience, down to earth approach, fast pace, understanding of business reality, humour and his ability to communicate in a motivational style that makes people want to take action.

Martin has been made a Fellow of the Institute of Sales and Marketing in recognition of his outstanding contribution in developing sales people in the hospitality  industry. Martin is a sought after conference speaker on a range of subjects related to developing people to develop business.

Martin is a qualified trainer and coach through the CIPD and is a licensed Insights Discovery Practitioner. A life-long learner, Martin has resisted the temptation to complete a PHD on the basis that no one would take a Doctor Pepper seriously!

What our delegates say?

Hi Martin

I hope you're well.

I would like to thank you for your time this week on your Maximising Face to Face Selling Skills - It was truly BRILLIANT.

You were inspiring, motivational and the course has helped me to look at my own working practices, question them and of course make changes - which I am well on with!

I look forward to seeing you next month for the Maximising Sales Negotiation Skills course where I will have an update on my success!

My sincere thanks again.




At Maxima, we're here to help. If you'd like to know more about Maxima's Open Training Programmes or one of our bespoke training programmes you can contact us via:

Our website: contact form
Email us:
Or calling 01403 733337 to talk to one of our team.

© 2015 Maxima Training & Development Holly Oak House, Swallow Field Copse, Southwater, West Sussex RH13 9AZ. Website design & hosting Blend