Course Outline
Introduction and Workshop Objectives
- Welcome, agenda overview, and expected outcomes
- Aligning closing skills with organisational sales targets and values
- Individual baseline assessment and daily goal setting
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 closes
- 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 uncover hidden 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 relationships
- Roleplay: Turning objections into opportunities to close
Closing Scripts, Trial Closes, and Language
- Proven closing scripts and adaptable templates
- Using trial closes to gauge readiness and secure micro-commitments
- Language that creates urgency without applying undue pressure
Handling Price and Value Conversations
- Positioning price as value and ROI for different buyer types
- Strategies for anchoring, bundling, and concessions
- Practice scenarios: Pitching value and addressing price resistance
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up sequences that maintain momentum
- Securing explicit written commitments and next steps
- Best practices for handover to onboarding or delivery teams
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays 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 coaching
Summary and Next Steps
Requirements
- A fundamental understanding of the sales process and customer journeys
- Experience in engaging with prospects or existing customers
- Openness to practising roleplays and receiving peer feedback
Target Audience
- Sales representatives and account executives
- Field sales and inside sales teams
- Sales managers and team leaders responsible for closing performance
Custom Corporate Training
Training solutions designed exclusively for businesses.
- Customized 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.
