1. Ambition in Action

2. Ambition in Action www.sit.nsw.edu.au MY BUSINESS Having a Business Conversation

3. Ambition in Action www.sit.nsw.edu.au Prepare for the Business Conversation Research the client’s environment: /Workplace visit /Targeted questioning /Review of past training and its outcomes /Review trends in the industry /Research the changes in the industry /Product awareness/testing /Research the competition

4. Ambition in Action www.sit.nsw.edu.au Pre Contact Checklist /Research the client /Know your products and services /Opportunities- A solution to a problem /Decide who to involve /Know who will be at meeting /Establish the goals

5. Ambition in Action www.sit.nsw.edu.au Pre Contact Checklist /Prepare agenda /Prepare targeted question list /Target client needs /Review possible responses /Review/establish portfolio /Review contact styles

6. Ambition in Action www.sit.nsw.edu.au Contact Checklist /Arrive early- business card /Shake hands- make eye contact /Listen, really listen /Use targeted questioning /Reach agreement on the problem and solutions /Reach agreement on next step

7. Ambition in Action www.sit.nsw.edu.au Minutes of Meeting /Meeting start and finish time /Who was present /What was agreed problem /What were agreed solutions /Agreed actions and time frames and who /Agreed next steps

8. Ambition in Action www.sit.nsw.edu.au Closing the deal /Recognise acceptance of product or service /Respond with appropriate answers /Offer a ‘test run’ or ‘trial run’ /Suggest specific terms /Follow up