Closing Skills

Mapping the Sales Cycle

• Group exercise - delegates create a visual of the sales process in their area of operations. This highlights the ‘touch points’ which, when completed, successfully progressively lead to the close

Creating Close Relationships

• People buy from those they trust and like. Creating rapport is a crucial sales skill. Delegates use a behavioural styles module to understand how information mutually held between the sales people and their customers helps to develop productive and positive relationships

Get Ready for the Close

• The person who wins the order is the one who demonstrates that his/her offer is closest to meeting the Needs and Special Concerns of the customer. Finding out exactly what those needs and special concerns are is critical in preparing to make the proposition or presentation leading to the close. Delegates review their use of situational, thought and feelings questions and how to respond to the answers at each ‘touch point’ of the sale

Buying Signals

• Different buying signals demand different closes. Delegates explore the use of a variety of closes mapping them against buying signals:
• Progressive ‘YES’ Close
• The Trial Close
• Assumptive Close
• Alternative Close
• Direct Close
• Hypothetical Close
• Concession Close
• Higher Authority Trial Close
• Fear Close

The programme includes a variety of practical sessions including role-play for face-to-face and using our Phone Coach training system for phone sales. Throughout there is feedback from the trainer

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1 Day

Folder, workbook, handouts, pen and certificate of attendance

To suit you

Up to 12

Righttrack programmes are energetic, exciting and highly participative, which create an impact and motivate participants to learn and embrace change

We utilise a blend of learning methods: practice sessions, group workshops, scenario-driven learning, assignments, self managed learning, shared group learning, accelerated learning and structured group learning