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
- Analyzing 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 closes.
- Creating checklists and identifying close readiness signals.
- Adapting the process for both short and long sales cycles.
Effective Questioning and Listening
- Deploying high-impact closing questions and knowing when to use them.
- Applying active listening techniques to uncover hidden objections.
- Converting answers into clear next-step commitments.
Handling Objections and Negotiation Tactics
- Classifying objections and applying tailored response patterns.
- Applying negotiation principles that preserve margin and relationships.
- Roleplay: Converting objections into opportunities to close.
Closing Scripts, Trial Closes, and Language to Use
- Utilizing proven closing scripts and customizable templates.
- Using trial closes to test readiness and secure micro-commitments.
- Leveraging words and phrases that increase urgency without applying pressure.
Handling Price and Value Conversations
- Framing price as value and ROI for different buyer types.
- Applying anchoring, bundling, and concession strategies.
- Practice scenarios: Pitching value and responding to price pushback.
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences that maintain momentum.
- Securing explicit commitments and documenting next steps in writing.
- Adhering to best practices for handing over to onboarding or delivery teams.
Practical Roleplay Sessions and Peer Coaching
- Engaging in paired roleplays covering common seller and buyer archetypes.
- Providing structured peer feedback based on observed behaviors.
- Participating in refinement cycles and coach-led demonstrations.
Action Planning and Measurement
- Creating a personal 30-day closing action plan.
- Selecting simple metrics to track improvements in closing performance.
- Preparing a manager handoff for reinforcement and ongoing coaching.
Summary and Next Steps
Requirements
- Fundamental understanding of the sales process and customer journeys.
- Prior experience engaging with prospects or customers.
- Willingness to participate in roleplays and accept 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.
- 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.
