Course Outline
Introduction and Workshop Goals
- Welcome, agenda overview, and workshop outcomes
- Aligning closing skills with company sales targets and core values
- Personal baseline assessment and goal setting for the day
Understanding Buyer Psychology
- Exploring buyer motivations, decision triggers, and risk perception
- Identifying economic, technical, and personal decision drivers
- Mapping buyer stages to appropriate closing tactics
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closing
- Developing checklists and close readiness signals
- Adapting the process for both short and long sales cycles
Effective Questioning and Listening
- Identifying high-impact closing questions and optimal usage timing
- Applying active listening techniques to uncover hidden objections
- Converting answers into clear next-step commitments
Handling Objections and Negotiation Tactics
- Classifying objections and employing tailored response patterns
- Applying negotiation principles that preserve margin and relationships
- Roleplay exercise: transforming objections into closing opportunities
Closing Scripts, Trial Closes, and Language to Use
- Utilizing proven closing scripts and customizable templates
- Using trial closes to assess readiness and secure micro-commitments
- Selecting words and phrases that create urgency without pressure
Handling Price and Value Conversations
- Framing price in terms of value and ROI for different buyer types
- Applying anchoring, bundling, and concession strategies
- Practice scenarios: pitching value and responding to price objections
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences that sustain momentum
- Securing explicit commitments and written next steps
- Adhering to handover best practices for onboarding or delivery teams
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays covering common seller and buyer archetypes
- Structured peer feedback based on observed behaviors
- 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 coaching
Summary and Next Steps
Requirements
- Foundational understanding of the sales process and customer journey
- Experience interacting with prospects or customers
- Willingness to participate in roleplays and accept peer feedback
Target Audience
- Sales representatives and account executives
- Field sales and inside sales teams
- Sales managers and team leaders focused on 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.
