MAX Face-to-Face Selling Skills

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 the meeting.  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 salespeople, managers and customer-facing staff at all levels, to get more profitable results from their face-to-face meetings. We focus on breaking the meeting down into five key parts:

1. Preparation for the meeting
2. Opening the meeting
3. Needs analyses to establish the customer's specific needs
4.Presenting solutions to meet the customer's specific needs
5. Getting commitment from the customer to the sale or next step in the sales process

Target Audience

This programme is for people who conduct face-to-face sales meetings with clients or potential clients. It works for both new and experienced salespeople. Many experienced salespeople who have attended the programme have said they got great benefit from reviewing their face-to-face sales process with a view to identifying areas for improvement. People who have attend this programme include Sales Executives, Sales Managers, General Managers, Sales Directors, Business Owners, Wedding Coordinators and Sales Coordinators.

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 face-to-face 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 participants refine their personal approach.  Participants 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 the 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. 

 Each participant will receive a copy of the comprehensive MAX guide to Face-to-Face Selling Skills to support the learning.

 Programme duration

One day - 0915-1700

Programme fee

£350.00 per person plus vat

The rate includes training, training materials, The MAX Guide to Face-to-Face Selling Skills, morning and afternoon refreshment and lunch.

If you book two or more people on the same programme, then we can offer the special rate of £325.00 per person plus vat.

Programme Leader

Martin Pepper- Fellow of the Institute of Sales Management - MD of Maxima Training & Development
Martin is the Managing Director of Maxima Training & Development. He has held Senior Management positions in the airline and hospitality industries and was Director of Sales Training & Business Development, Worldwide for Forte Hotels, before co-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 Management in recognition of his outstanding contribution in developing salespeople 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 lifelong learner, Martin has resisted the temptation to complete a PHD on the basis that no one would take a Doctor Pepper seriously!

What the delegates say

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

'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 very much enjoyed face-to-face selling skills. I found the session on question technique excellent and the MAX guide to Face-to-Face Selling Skills is great - thank you.'

'I have done 6 face-to-face sales calls since the programme and the difference is amazing. I now have a new focus during the call, and it works much better, I am enjoying selling again.'

Open Programmes which Dovetail with this Programme

  • MAX New Business Development Skills
  • MAX Negotiation Skills
  • MAX Account Development Skills
  • MAX Sales Conversion from Show Rounds



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:

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Or calling 01403 733337 to talk to one of our team.

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