Preparing for a client meeting

How can AI help you arrive better prepared for a client meeting?

1250 € per session, excl. VAT

In short

“Preparing for a client meeting” is a private in-person session of half a day for field and office-based salespeople or client relationship officers and account managers new to AI. It helps you gather useful information before a meeting and summarise it with AI. Groups of up to 12 participants, in French, with exercises on your own work cases.

Why this training?

Meeting preparation is often rushed and based on scattered notes. The result: overly general questions, forgotten information and a less useful conversation for the client. This session provides a simple method for gathering the essentials, formulating hypotheses about needs and preparing the right questions, with AI as a summarising aid rather than a source of information. Running case study: A salesperson from ‘Logistix’, a fictional transport provider, meets the purchasing manager of a fictional food distributor. Participants prepare for this meeting using a fictional file: notes from the previous call, an extract from the website and order history. Application at work: Participants use the one-page sheet for their next real meeting and add to it immediately after the conversation.

Objectives of this training

  • Gather useful information before a meeting and summarise it with AI
  • Formulate three hypotheses about needs to test during the conversation
  • Prepare an ordered list of open-ended discovery questions
  • Build an outline for a 30- to 45-minute meeting
  • Check that the preparation contains no invented information

Who is it for and what are the prerequisites?

Roles and tasks concerned

  • Field and office-based salespeople
  • Client relationship officers and account managers new to AI

Prior skills

  • No prior knowledge of AI is required: the training starts from scratch.
  • Ability to use a computer, a browser and a word processor.

What you will work on

  1. What you need to know before walking in

    Objective: Define what good preparation should contain. The four building blocks of preparation: client context, meeting objectives, hypotheses and questions; distinguishing between facts, hypotheses and unknowns.

  2. Account summary with AI

    Objective: Obtain a reliable one-page summary. Request a summary based on the documents provided; check each point against its source; remove anything without a source.

  3. Hypotheses and discovery questions

    Objective: Prepare a client-centred conversation. Turn hypotheses into open-ended questions; order the questions; plan follow-up questions.

  4. Meeting outline and one-page sheet

    Objective: Put together preparation that can be used during the meeting. A timed outline, the intended outcome by the end of the meeting and a next step to propose.

What you take away

  • Table of facts / hypotheses / unknowns
  • Account summary with source references
  • List of priority discovery questions
  • One-page preparation sheet with meeting outline

Method and assessment

  • Short explanations followed by immediate practice on the running case study.
  • Individual work followed by work in pairs, with peer review of the outputs.
  • Guided group discussion: what works, what needs correcting and what remains a human decision.
  • Preparation: Think of an upcoming meeting (it will be adapted into a fictional case study). If possible, bring your current preparation template.

Observable criteria: Every piece of information in the summary is linked to a source in the file; Hypotheses are framed as needing verification, not as facts; Questions are open-ended and ordered; The sheet fits on one page and specifies the intended next step.

Frequently asked questions

Can AI look up information about the client?

The session uses only the documents provided. Any information found online must be checked at source before being included.

How long does preparation take with this method?

The aim is structured preparation on one page; the time required depends on the file, and the session does not promise a quantified time saving.

Can we prepare for a meeting with several people?

Yes. The one-page sheet provides one line per person, with their key concerns and the questions intended for them.

Can we integrate our CRM?

No, connecting to the CRM is covered in level 4 training. Here, information is copied from a fictional file.

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