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Description

Sales Techniques: Uncovering Needs, Building the Argument and Closing the Meeting

Structure your sales meetings to understand the client's needs before presenting an offer

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Many sellers present their offer too early: they run through their arguments before understanding what the client is actually looking for. The conversation stalls, price becomes the only topic of discussion and the decision is postponed. This difficulty affects newly appointed sales professionals as much as technical specialists who are asked to sell.

These two days establish a complete meeting method: preparation, opening, structured discovery, argumentation linked to the needs expressed, objection handling and closing. Participants practise on their own offers and leave with a meeting framework they have built and tested.

Learning objectives

  • Prepare a sales meeting based on verified information about the client
  • Conduct a structured discovery that brings out needs and business priorities
  • Build an argument linked to the needs the client has expressed
  • Handle common objections without turning the discussion into a contest
  • Close the meeting with a clear commitment and an agreed next step

What makes this programme different

Practice sessions are based on participants' real offers rather than fictional cases
A personal meeting framework is built and then tested during the session
The objections addressed are those participants encounter most frequently

Programme

1Preparation and Opening

Building rapport without launching into your offer

  • Researching useful information ahead of the meeting
  • Defining the objective of the meeting and the fallback position
  • The first few minutes and establishing a climate of trust
  • Announcing the agenda and gaining the client's agreement on the framework

2Discovering Needs

Letting the client speak before proposing

  • Open questioning and follow-up techniques
  • Distinguishing between expressed needs, latent needs and business priorities
  • Identifying decision criteria and the people involved
  • Reformulating and validating the client's priorities

3Argumentation and Objections

Linking every argument to a need you have heard

  • Building arguments from the needs expressed
  • Presenting the price and defending value
  • Types of objections and appropriate responses
  • Attitude when compared with a competitor

4Closing and Follow-Up

Securing a decision rather than a postponement

  • Recognising buying signals
  • Closing techniques and asking for commitment
  • Handling a postponed decision
  • Meeting report, follow-up and preparing the next contact

Who is it for

Junior sales professionals, inside sales representatives, technical specialists and account officers required to conduct sales meetings.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.