Course Outline
Introduction and Workshop Objectives
- Welcome, agenda review, and workshop outcomes.
- Aligning closing skills with company sales targets and core values.
- Personal baseline assessment and setting daily goals.
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.
- Creating 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 uncover hidden objections.
- Converting responses into clear next-step commitments.
Handling Objections and Negotiation Tactics
- Classifying objections and developing tailored response patterns.
- Negotiation principles that preserve margins and relationships.
- Role-play: Transforming objections into closing opportunities.
Closing Scripts, Trial Closes, and Language Use
- Proven closing scripts and customizable templates.
- Using trial closes to gauge readiness and secure micro-commitments.
- Phrases that build urgency without applying pressure.
Handling Price and Value Conversations
- Framing price as value and ROI for different buyer types.
- Anchoring, bundling, and concession strategies.
- Practice scenarios: Pitching value and addressing price pushback.
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences 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 behaviors.
- Refinement cycles and coach-led demonstrations.
Action Planning and Measurement
- Developing a personal 30-day closing action plan.
- Selecting simple metrics to track closing improvements.
- Preparing a manager handoff for ongoing reinforcement and coaching.
Summary and Next Steps
Requirements
- Foundational knowledge of the sales process and customer journeys.
- Prior experience interacting with prospects or customers.
- Openness to practicing role-plays and receiving feedback from peers.
Target 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.
