Course Outline
Introduction and Workshop Objectives
- Welcome, agenda overview, and workshop outcomes.
- Aligning closing skills with corporate sales targets and core values.
- Personal baseline assessment and daily goal setting.
Understanding Buyer Psychology
- Buyer motivations, decision triggers, and perceptions of risk.
- Identifying economic, technical, and personal factors driving decisions.
- Mapping buyer stages to specific closing tactics.
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closing.
- Developing checklists and identifying readiness signals for closing.
- Adapting the process for both short and long sales cycles.
Effective Questioning and Listening
- High-impact closing questions and optimal timing for their use.
- Active listening techniques to reveal underlying objections.
- Converting responses into clear next-step commitments.
Handling Objections and Negotiation Tactics
- Categorizing objections and applying tailored response patterns.
- Negotiation principles that safeguard margins and relationships.
- Role-play: turning objections into opportunities to close.
Closing Scripts, Trial Closes, and Effective Language
- Proven closing scripts and adaptable templates.
- Using trial closes to gauge readiness and secure micro-commitments.
- Phrasing that fosters urgency without feeling pushy.
Handling Price and Value Conversations
- Positioning price as value and ROI for various buyer types.
- Strategies for anchoring, bundling, and making concessions.
- Practice scenarios: articulating value and addressing price resistance.
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up schedules that sustain momentum.
- Securing explicit commitments and next steps in writing.
- Best practices for handover to onboarding or delivery teams.
Practical Role-Play Sessions and Peer Coaching
- Paired role-plays covering typical seller and buyer archetypes.
- Structured peer feedback based on observed behaviors.
- Refinement cycles and coach-led demonstrations.
Action Planning and Measurement
- Developing a personal 30-day closing action plan.
- Selecting key metrics to monitor closing improvements.
- Preparing a handoff to managers for ongoing reinforcement and coaching.
Summary and Next Steps
Requirements
- Fundamental understanding of the sales process and customer journeys.
- Experience interacting with prospects or customers.
- Readiness to engage in role-plays and provide peer feedback.
Audience
- Sales representatives and account executives.
- Field sales and inside sales teams.
- Sales managers and team leaders accountable for closing performance.
Testimonials (1)
Found the entire two days of training very informative and educational, but the content covered on Day 2 (Social Media & Mobile Marketing, Analytics, as well as Strategy & Planning) was the most valuable to me as it relates directly to my current line of work.
