Winning New Clients
Win new clients in ultra-competitive environments — create preference from the very first contact and tip the decision your way.
What this program changes for your business
more new logos signed per year
more qualified pipeline on strategic targets
shorter new-business cycle
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal for winning your priority targets.
- Work on your real target accounts
- AI simulations of first prospect meetings
- Penetration strategies rehearsed
- Activation-ready winning plans
Context
A meeting with a prospect is always a high-stakes and delicate encounter. Winning them over quickly, understanding a new contact, analysing an unfamiliar situation, and crafting a differentiated proposal — all of these require a high level of professional mastery. This program provides all the techniques and postures needed to score points during the first meeting with a prospect.
Objective
Who is it for?
- Salespeople meeting prospects for the first time
- Business development professionals in competitive markets
- Account managers expanding into new territories
- Any commercial professional responsible for new client acquisition
Program Outline
Understanding the specificities of a face-to-face with a prospect
- What makes a prospect meeting different from a client meeting
- The unique dynamics and challenges of first encounters
Preparing a first meeting using online information
- Researching the prospect's profile, company and industry
- Building a tailored preparation plan
Identifying competitive offers and their weak points
- Mapping the competitive landscape before the meeting
- Spotting critical vulnerabilities to exploit
Taking control of the meeting
- Setting the agenda and leading the conversation
- Establishing authority from the opening moments
Presenting your company with impact
- Crafting a compelling company narrative for prospects
- Aligning your story with the prospect's context
Conducting a deep, oriented discovery
- Asking the right questions to uncover real needs
- Guiding discovery toward actionable insights
Reformulating with relevance
- Demonstrating deep understanding through precise reformulation
- Using reformulation to build trust and alignment
Developing an effective differential argumentation
- Building arguments that stand out from competitors
- Linking your unique strengths to the prospect's priorities
Valorising your offer while marginalising the price
- Framing value before discussing cost
- Putting price in perspective relative to benefits
Handling resistance in prospecting situations
- Understanding the specific objections prospects raise
- Techniques for overcoming scepticism and inertia
Obtaining a first commitment
- Identifying the right moment to ask for commitment
- Securing a concrete next step before leaving
Ensuring follow-up with digital tools
- Using digital channels to maintain momentum post-meeting
- Building a follow-up sequence that converts
Training Format
- 1-day workshop (7 hours)
- In-person or virtual delivery
- Maximum 12 participants per session
- Case studies, methods, model sheets, role-plays and debriefing
- Post-training access to Skeells platform for 3 months
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Competitive intelligence analysis
Use AI to analyse competitor offerings, pricing and weaknesses before meeting a prospect who already works with them.
"Compare our project management software with [Competitor X]. Identify 5 areas where we have a clear advantage and suggest talking points for each."
Differential argumentation builder
Generate differentiated arguments tailored to the prospect's specific context and current provider.
"The prospect currently uses [Competitor X] for their logistics. Generate 4 differential arguments that highlight how our solution addresses gaps that [Competitor X] can't fill."
First meeting talking points
Prepare structured talking points that make a strong first impression and cover all key angles.
"I'm meeting the CFO of a 200-person tech company for the first time. Prepare structured talking points covering: company intro (30 sec), discovery questions (5 min), key differentiators (3 min)."
Follow-up sequence planning
Design a multi-touch follow-up plan that maintains engagement after the first prospect meeting.
"After a positive first meeting with a prospect interested in our HR platform, design a 4-step follow-up plan over 2 weeks including email, LinkedIn and a value-add resource."
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Podcasts on first impressions, competitive differentiation and prospecting psychology.
AI Role-Play Practice
AI simulations of first prospect meetings — practice presenting with impact, handling resistance and securing initial commitments.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
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Management Programs
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Our Method
Sales enablement approach
Skeells AI Platform
AI-powered sales skills development
White Paper
The Great Comeback of Sales Coaching
To learn more about our vision of modern sales coaching, read our white paper: The Great Comeback of Sales Coaching.
Interested in this program?
Let's discuss how to adapt it to your team's needs.