Course Outline
Introduction and Workshop Objectives
- Welcome, agenda overview, and defined workshop outcomes.
- Aligning closing competencies with organizational sales targets and core values.
- Establishing a personal baseline assessment and setting daily goals.
Understanding Buyer Psychology
- Insights into buyer motivations, decision triggers, and risk perception.
- Identifying economic, technical, and personal drivers behind decisions.
- Mapping buyer stages to appropriate closing tactics.
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closing methods.
- Developing checklists and signals to confirm close readiness.
- Adapting the closing process for both short and long sales cycles.
Effective Questioning and Listening
- High-impact closing questions and the optimal timing for their use.
- Active listening techniques to reveal hidden objections.
- Transforming responses into clear commitments for next steps.
Handling Objections and Negotiation Tactics
- Categorizing objections and applying tailored response patterns.
- Negotiation principles that protect margins and preserve relationships.
- Roleplay: converting objections into opportunities for closing.
Closing Scripts, Trial Closes, and Language Techniques
- Proven closing scripts and customizable templates.
- Using trial closes to gauge readiness and secure micro-commitments.
- Words and phrases that foster urgency without exerting pressure.
Navigating Price and Value Conversations
- Framing price as value and ROI for various buyer types.
- Strategies for anchoring, bundling, and making concessions.
- Practice scenarios: pitching value and responding to price objections.
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 addressing common seller and buyer archetypes.
- Structured peer feedback based on observed behaviors.
- Refinement cycles and coach-led demonstrations.
Action Planning and Measurement
- Creating a personal 30-day action plan for closing improvement.
- Selecting straightforward metrics to track progress.
- Preparing a handoff to managers for reinforcement and coaching.
Summary and Next Steps
Requirements
- A fundamental understanding of the sales process and customer journey.
- Prior experience engaging with prospects or clients.
- An openness to practice roleplays and accept constructive 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 (3)
Irma was attuned to us as learners and our business needs. It was clear that she was actively listening to us from the informed feedback she then provided.
Siobhan - Raintree
Course - Digital Marketing for Software-as-a-Service (SaaS)
Responses with solutions and practical use.
Agnieszka - AIRBUS HELICOPTERS POLSKA SP. Z O.O.
Course - Google AdWords: Beginner to Advanced
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.
