Back to Search Results

Training Course Summary:

This course reviews the sales process and identifies the appropriate time to apply a close and how to go about it. Through role-play and questionnaires we analyse your closing technique and highlight areas for improvement. The course also includes effective methods of dealing with customers' objections and indecision.

Who Should Attend:

Any person involved in the final stages of the sales process.

Training Course Overview/Content:

20+ types of closing strategies
Greater confidence in handling objections positively
Understanding the customer's motivation
Overcoming customers' objections to the price
Individual sales issues discussed and resolved

09:30 - 09:45 Coffee & Course Objectives

09:45 - 10:45 Task 1

10:45 - 11:30 3 ½ Steps To Selling
(Establishing Interest & Prospecting, Presenting, Closing, Keeping the Doors Open)

11:30 - 12:00 Types of Closes
(23 closes are analysed)

12:00 - 13:00What Type of Closer Are You?
(Personal test)

13:00 - 14:00 Lunch

14:00 - 14:30 Task 2

14:30 - 16:30 Dealing With Objections Effectively
(Types of objections, pre-handling objections, answering objections)

16:30 - 16:45 Summary & Action Plans Agreed