Course Outline
\r\n Introduction and Workshop Objectives\r\n<\/p>\r\n
- \r\n
- \r\n Welcome, agenda overview, and key outcomes\r\n <\/li>\r\n
- \r\n Aligning closing skills with organizational sales targets and values\r\n <\/li>\r\n
- \r\n Personal baseline assessment and goal setting for the day\r\n <\/li>\r\n<\/ul>\r\n
\r\n Understanding Buyer Psychology\r\n<\/p>\r\n
- \r\n
- \r\n Buyer motivations, decision triggers, and risk perception\r\n <\/li>\r\n
- \r\n Identifying economic, technical, and personal decision drivers\r\n <\/li>\r\n
- \r\n Mapping buyer stages to appropriate closing tactics\r\n <\/li>\r\n<\/ul>\r\n
\r\n Structuring the Close: A Repeatable Process\r\n<\/p>\r\n
- \r\n
- \r\n Frameworks for consistent, stage-based closes\r\n <\/li>\r\n
- \r\n Creating checklists and close readiness signals\r\n <\/li>\r\n
- \r\n Adapting the process for short and long sales cycles\r\n <\/li>\r\n<\/ul>\r\n
\r\n Effective Questioning and Listening\r\n<\/p>\r\n
- \r\n
- \r\n High-impact closing questions and when to use them\r\n <\/li>\r\n
- \r\n Active listening techniques to uncover hidden objections\r\n <\/li>\r\n
- \r\n Turning answers into clear next-step commitments\r\n <\/li>\r\n<\/ul>\r\n
\r\n Handling Objections and Negotiation Tactics\r\n<\/p>\r\n
- \r\n
- \r\n Classification of objections and tailored response patterns\r\n <\/li>\r\n
- \r\n Negotiation principles that preserve margin and relationships\r\n <\/li>\r\n
- \r\n Roleplay: converting objections into opportunities to close\r\n <\/li>\r\n<\/ul>\r\n
\r\n Closing Scripts, Trial Closes, and Language to Use\r\n<\/p>\r\n
- \r\n
- \r\n Proven closing scripts and customizable templates\r\n <\/li>\r\n
- \r\n Using trial closes to test readiness and secure micro-commitments\r\n <\/li>\r\n
- \r\n Words and phrases that increase urgency without pressure\r\n <\/li>\r\n<\/ul>\r\n
\r\n Handling Price and Value Conversations\r\n<\/p>\r\n
- \r\n
- \r\n Framing price as value and ROI for different buyer types\r\n <\/li>\r\n
- \r\n Anchoring, bundling, and concession strategies\r\n <\/li>\r\n
- \r\n Practice scenarios: pitching value and responding to price pushback\r\n <\/li>\r\n<\/ul>\r\n
\r\n Follow-up, Commitments, and Post-Close Activities\r\n<\/p>\r\n
- \r\n
- \r\n Designing follow-up cadences that maintain momentum\r\n <\/li>\r\n
- \r\n Securing explicit commitments and next steps in writing\r\n <\/li>\r\n
- \r\n Handover best practices to onboarding or delivery teams\r\n <\/li>\r\n<\/ul>\r\n
\r\n Practical Roleplay Sessions and Peer Coaching\r\n<\/p>\r\n
- \r\n
- \r\n Paired roleplays covering common seller and buyer archetypes\r\n <\/li>\r\n
- \r\n Structured peer feedback using observed behaviors\r\n <\/li>\r\n
- \r\n Refinement cycles and coach-led demonstrations\r\n <\/li>\r\n<\/ul>\r\n
\r\n Action Planning and Measurement\r\n<\/p>\r\n
- \r\n
- \r\n Creating a personal 30-day closing action plan\r\n <\/li>\r\n
- \r\n Selecting simple metrics to track closing improvements\r\n <\/li>\r\n
- \r\n Preparing a manager handoff for reinforcement and coaching\r\n <\/li>\r\n<\/ul>\r\n
\r\n Summary and Next Steps\r\n<\/p>
Requirements
- \r\n
- \r\n Fundamental knowledge of the sales process and customer journey\r\n <\/li>\r\n
- \r\n Previous experience engaging with prospects or customers\r\n <\/li>\r\n
- \r\n Willingness to participate in roleplays and receive peer feedback\r\n <\/li>\r\n<\/ul>\r\n
\r\n Target Audience<\/strong>\r\n<\/p>\r\n
- \r\n
- \r\n Sales representatives and account executives\r\n <\/li>\r\n
- \r\n Field sales and inside sales teams\r\n <\/li>\r\n
- \r\n Sales managers and team leaders overseeing closing performance\r\n <\/li>\r\n<\/ul>
Testimonials (3)
Irma was attuned to us as learners and our business needs. It was clear that she was actively listening to us from the informed feedback she then provided.
Siobhan - Raintree
Course - Digital Marketing for Software-as-a-Service (SaaS)
Responses with solutions and practical use.
Agnieszka - AIRBUS HELICOPTERS POLSKA SP. Z O.O.
Course - Google AdWords: Beginner to Advanced
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.
