Course Outline
\n Introduction and Workshop Goals\n<\/p>\n
- \n
- \n Welcome, agenda overview, and workshop outcomes\n <\/li>\n
- \n Aligning closing skills with organizational sales targets and values\n <\/li>\n
- \n Personal baseline assessment and daily goal setting\n <\/li>\n<\/ul>\n
\n Understanding Buyer Psychology\n<\/p>\n
- \n
- \n Buyer motivations, decision triggers, and risk perception\n <\/li>\n
- \n Identifying economic, technical, and personal decision drivers\n <\/li>\n
- \n Mapping buyer stages to appropriate closing tactics\n <\/li>\n<\/ul>\n
\n Structuring the Close: A Repeatable Process\n<\/p>\n
- \n
- \n Frameworks for consistent, stage-based closes\n <\/li>\n
- \n Creating checklists and close readiness signals\n <\/li>\n
- \n Adapting the process for short and long sales cycles\n <\/li>\n<\/ul>\n
\n Effective Questioning and Listening\n<\/p>\n
- \n
- \n High-impact closing questions and when to use them\n <\/li>\n
- \n Active listening techniques to uncover hidden objections\n <\/li>\n
- \n Turning answers into clear next-step commitments\n <\/li>\n<\/ul>\n
\n Handling Objections and Negotiation Tactics\n<\/p>\n
- \n
- \n Classification of objections and tailored response patterns\n <\/li>\n
- \n Negotiation principles that preserve margin and relationships\n <\/li>\n
- \n Roleplay: converting objections into opportunities to close\n <\/li>\n<\/ul>\n
\n Closing Scripts, Trial Closes, and Language to Use\n<\/p>\n
- \n
- \n Proven closing scripts and customizable templates\n <\/li>\n
- \n Using trial closes to test readiness and secure micro-commitments\n <\/li>\n
- \n Words and phrases that increase urgency without pressure\n <\/li>\n<\/ul>\n
\n Handling Price and Value Conversations\n<\/p>\n
- \n
- \n Framing price as value and ROI for different buyer types\n <\/li>\n
- \n Anchoring, bundling, and concession strategies\n <\/li>\n
- \n Practice scenarios: pitching value and responding to price pushback\n <\/li>\n<\/ul>\n
\n Follow-up, Commitments, and Post-Close Activities\n<\/p>\n
- \n
- \n Designing follow-up cadences that maintain momentum\n <\/li>\n
- \n Securing explicit commitments and next steps in writing\n <\/li>\n
- \n Handover best practices to onboarding or delivery teams\n <\/li>\n<\/ul>\n
\n Practical Roleplay Sessions and Peer Coaching\n<\/p>\n
- \n
- \n Paired roleplays covering common seller and buyer archetypes\n <\/li>\n
- \n Structured peer feedback using observed behaviors\n <\/li>\n
- \n Refinement cycles and coach-led demonstrations\n <\/li>\n<\/ul>\n
\n Action Planning and Measurement\n<\/p>\n
- \n
- \n Creating a personal 30-day closing action plan\n <\/li>\n
- \n Selecting simple metrics to track closing improvements\n <\/li>\n
- \n Preparing a manager handoff for reinforcement and coaching\n <\/li>\n<\/ul>\n
\n Summary and Next Steps\n<\/p>
Requirements
- \n
- \n Fundamental understanding of the sales process and customer journeys\n <\/li>\n
- \n Prior experience engaging with prospects or customers\n <\/li>\n
- \n Openness to practicing roleplays and receiving peer feedback\n <\/li>\n<\/ul>\n
\n Audience<\/strong>\n<\/p>\n
- \n
- \n Sales representatives and account executives\n <\/li>\n
- \n Field sales and inside sales teams\n <\/li>\n
- \n Sales managers and team leaders accountable for closing performance\n <\/li>\n<\/ul>
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.
