Course Outline
Introduction and Workshop Objectives
- Welcome, agenda review, and session outcomes.
- Aligning closing skills with organisational sales targets and values.
- Personal baseline assessment and goal setting for the day.
Understanding Buyer Psychology
- Buyer motivations, decision triggers, and risk perception.
- Identifying economic, technical, and personal decision drivers.
- Mapping buyer stages to specific closing tactics.
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closing.
- Developing checklists and identifying close-readiness signals.
- Adapting the process for both short and long sales cycles.
Effective Questioning and Listening
- High-impact closing questions and their optimal timing.
- Active listening techniques to reveal latent objections.
- Converting responses into clear next-step commitments.
Handling Objections and Negotiation Tactics
- Classifying objections and applying tailored response patterns.
- Negotiation principles that protect margins and maintain relationships.
- Role-play: Transforming objections into closing opportunities.
Closing Scripts, Trial Closes, and Effective Language
- Proven closing scripts and adaptable templates.
- Utilising trial closes to gauge readiness and secure micro-commitments.
- Wording and phrases that create urgency without pressure.
Handling Price and Value Conversations
- Positioning price as value and ROI for diverse buyer types.
- Strategies for anchoring, bundling, and concessions.
- Practical scenarios: Pitching value and managing price resistance.
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up rhythms 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 common seller and buyer archetypes.
- Structured peer feedback based on observed behaviours.
- Refinement cycles and coach-led demonstrations.
Action Planning and Measurement
- Creating a personal 30-day closing action plan.
- Selecting simple metrics to track closing improvements.
- Preparing a manager handoff for reinforcement and ongoing coaching.
Summary and Next Steps
Requirements
- A foundational grasp of the sales process and customer journeys.
- Prior experience interacting with prospects or clients.
- An openness to participating in role-plays and receiving peer feedback.
Audience
- Sales representatives and account executives.
- Field sales and inside sales teams.
- Sales managers and team leaders accountable for closing performance.
Custom Corporate Training
Training solutions designed exclusively for businesses.
- Customised Content: We adapt the syllabus and practical exercises to the real goals and needs of your project.
- Flexible Schedule: Dates and times adapted to your team's agenda.
- Format: Online (live), In-company (at your offices), or Hybrid.
Price per private group, online live training, starting from £1600 + VAT*
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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.
