Course Outline
Introduction and Workshop Objectives
- Welcome, agenda, and intended workshop outcomes.
- Aligning closing skills with organisational sales targets and values.
- Personal baseline assessment and goal setting for the day.
Understanding Buyer Psychology
- Buyer motivations, decision triggers, and perception of risk.
- 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.
- Developing checklists and signals indicating 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 underlying objections.
- Converting answers into clear commitments for next steps.
Managing Objections and Negotiation Tactics
- Categorising objections and applying tailored response patterns.
- Negotiation principles that protect margin and maintain relationships.
- Role-play: Turning objections into opportunities to close.
Closing Scripts, Trial Closes, and Language Usage
- Validated closing scripts and adaptable templates.
- Using trial closes to gauge readiness and secure micro-commitments.
- Wording and phrases that build urgency without applying pressure.
Managing Price and Value Conversations
- Positioning price as value and ROI for various buyer types.
- Anchoring, bundling, and concession strategies.
- Practice scenarios: Pitching value and handling price resistance.
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up sequences that sustain momentum.
- Securing explicit commitments and next steps in writing.
- Best practices for handover to onboarding or delivery teams.
Practical Role-Play Sessions and Peer Coaching
- Paired role-plays covering common seller and buyer archetypes.
- Structured peer feedback based on observed behaviours.
- Refinement cycles and demonstrations led by the coach.
Action Planning and Measurement
- Developing a personal 30-day closing action plan.
- Selecting key metrics to monitor closing improvements.
- Preparing a handoff for managers to ensure reinforcement and coaching.
Summary and Next Steps
Requirements
- A fundamental understanding of the sales process and customer journeys.
- Practical experience in engaging with prospects or customers.
- An openness to practising role-plays and receiving peer feedback.
Target Audience
- Sales representatives and account executives.
- Field sales and inside sales teams.
- Sales managers and team leaders accountable for closing performance.
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.
