Closing Skills Workshop - 1 Day

Applicable For: All sales people (minimum 6 months experience)

Overview

This workshop focuses entirely upon developing the ability of the sales person to gain commitment from the customer. This commitment may be to a meeting, a proposal or a purchase.

Sales people will learn how to develop a strategy for closing deals and to close the customer on every step in their decision- making process.

In particular we will look at how to close deals on a deadline (for instance to meet a specific goal or to gain sign-ups for next years event before the close of the current exhibition or conference).

The aim of the workshop is for delegates to;

• Know when to ask for commitment and act upon opportunities to do so
• Be able to use a variety of closes and be able to ask for commitment in an appropriate way
• Be able to leave every call having moved the customer closer to the sale (or established the reasons for not doing so)
• Be able to ask for commitment in a confident and assertive manner Key Learning
• Understanding why people raise objections
• Identifying different objections and the motivations behind them
• How to handle objections
• How to deal with price objections
• How to respond to competitor based objections

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