Course Outline
Introduction and Workshop Objectives
- Welcome, agenda overview, and workshop goals
- Aligning closing capabilities with corporate sales targets and values
- Personal baseline evaluation and setting objectives for the day
Comprehending Buyer Psychology
- Buyer motivations, decision triggers, and risk perception
- Recognizing economic, technical, and personal decision drivers
- Mapping buyer stages to corresponding closing tactics
Structuring the Close: A Consistent Process
- Frameworks for consistent, stage-based closing
- Developing checklists and signals for close readiness
- 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
- Converting responses into clear next-step commitments
Managing Objections and Negotiation Strategies
- Categorizing objections and designing tailored response patterns
- Negotiation principles that maintain margins and relationships
- Roleplay: Turning objections into opportunities to close
Closing Scripts, Trial Closes, and Language
- Proven closing scripts and adaptable templates
- Utilizing trial closes to gauge readiness and secure micro-commitments
- Vocabulary and phrases that create urgency without applying pressure
Navigating Price and Value Discussions
- Presenting price as value and ROI for various buyer types
- Anchoring, bundling, and concession strategies
- Practice scenarios: Pitching value and addressing price resistance
Follow-up, Commitments, and Post-Close Actions
- Designing follow-up cadences that sustain momentum
- Securing explicit commitments and next steps in writing
- Best practices for handover to onboarding or delivery teams
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays featuring 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
- Selecting key metrics to monitor closing improvements
- Preparing a manager handoff for continued reinforcement and coaching
Summary and Next Steps
Requirements
- Fundamental knowledge of the sales process and customer journeys
- Experience in interacting with prospects or customers
- Readiness to engage in roleplay and accept peer feedback
Target 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 1300 € + 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.
