Course Outline
Introduction and Workshop Objectives
- Welcome, agenda overview, and expected outcomes.
- Aligning closing skills with company sales targets and core values.
- Individual baseline assessment and daily goal setting.
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 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 reveal hidden objections.
- Translating answers into clear next-step commitments.
Handling Objections and Negotiation Tactics
- Categorizing objections and applying tailored response patterns.
- Negotiation principles that protect margin and relationships.
- Roleplay: converting objections into closing opportunities.
Closing Scripts, Trial Closes, and Language
- Proven closing scripts and customizable templates.
- Utilizing trial closes to gauge readiness and secure micro-commitments.
- Selecting words and phrases that create urgency without applying pressure.
Managing Price and Value Conversations
- Framing price in terms of value and ROI for various buyer types.
- Strategies for anchoring, bundling, and concessions.
- 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 documented 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 behaviors.
- Refinement cycles and coach-led demonstrations.
Action Planning and Measurement
- Developing a personal 30-day closing action plan.
- Choosing simple metrics to track closing improvements.
- Preparing a manager handoff for continued reinforcement and coaching.
Summary and Next Steps
Requirements
- A foundational understanding of the sales process and customer journeys.
- Experience in engaging with prospects or customers.
- An open mindset toward roleplay practice and receiving peer feedback.
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.
