Close that sale!

Master the five laws of closing sales successfully

Black executive shaking hands with female colleague

Close that sale! – overview

Close and negotiate new sales and repeat business with more certainty, less luck and greater accuracy. This course is suitable for all types of business – both B2B and B2C – and small- and large-value sales orders.

Full details below or download workshop outline.

Workshop objectives
As a result of this course, participants will be able to:

  • Improve the qualification, progression and conversion of opportunities in their sales and business pipelines
  • Manage their pipeline of sales opportunities more effectively
  • Overcome objections and obstacles to the sale
  • Use proven sales techniques with increased confidence and skills
Who should attend?

All sales professionals, at any level, including account managers and directors and business development consultants.

Format

A highly interactive one-day workshop involving practical exercises, skills practice and case studies.

This programme is an interactive mixture of short and concise presentations, interactive discussion groups, practical team activities and practice on various skills, techniques and methods using carefully selected case studies and video sequences. It provides the latest instructional technologies to enable each delegate to learn and apply the skills and techniques used in the training programme.

Special features

The programme can be tailored to include any specialist topics such as advanced telephone skills, dealing with complaints, internal planning, etc, according to organisational need or the skill level of the participants.

Expert trainer

Graham has been designing and delivering high-quality training programmes on management techniques, personal development, sales and customer service for many years. A top-performing sales professional, he was Managing Director of Sales Productivity and Development for Thomson Financial, helping develop a large European sales force, and now runs his own very successful training consultancy.

His work has taken him all over the world and involved him in working closely with hundreds of different organisations from all business sectors, his client list including such organisations as BT, Vodafone, AT&T, Orange, Pfizer, GSK, Boots, Unilever, American Express, Thomas Cook, Apple, Sony, Motorola, Cisco, MFI, Barclays Bank, LIFFE, Abbey National, Prison Service, Home Office, Law Society, BBC, Daimler-Chrysler, Citroen, Weetabix, Nikon, Shell and many, many others. In addition he has written over twenty books published in several different countries, including Companies don’t succeed – people do!, 90 Brain Teasers for Trainers, Customer Service Games for Training, Sales Training Games, Telephone Tactics and Working Smarter.

Known internationally as both a trainer and a popular motivational speaker, he believes that effective learning has to be interactive and challenging. All his learning events are built around practical exercises, role play and case studies. His training style focuses not on just explaining new ideas or developing new skills, but also on motivating people to use them and to develop themselves as individuals. This approach gets results, as the following comments from course participants show:

‘Brilliant course, really interesting and very focused to my job role and day to day work.’

‘Took away some very good ideas that I can use every day… good examples too.’

‘Very confident in the subject, and amusing too. Made the course very interesting. A very clear sales model to use going forward.’

‘Full of useful hints and tips which I will apply to my job.’

‘Extremely well presented and structured’

‘A very intensive course and a lot of concrete tools provided.’

‘Useful data, tools and insights; engaging and interesting as always.’

‘Very good… contained everything we do on a regular basis and problems we have come across… the exercises made it very interesting too.’

Close that sale! – workshop outline

 

1 Introduction to the five laws of closing sales successfully

  • Develop ‘a killer’ attitude – why and how your attitude must change
  • The importance of timing – knowing when to close
  • Knowing how to close – methods for customer-focused selling
  • Isolating and developing a strategy to remove cognitive buying dissonance (buyer’s remorse)
  • Negotiating and managing the end game effectively

2 Developing a more skilled approach to proposing and closing

  • Qualifying and analysing what needs to happen to help the customer make a buying decision
  • How to change gears within a sale – tactics to stop selling and start closing
  • Developing an option matrix as an aid to customer decision-making
  • Involving others – the role of a ‘TOM’

3 The importance of timing – knowing when to close

  • Recognising and testing conscious and unconscious buying signals from customers
  • Consensus selling – how to close multiple decision-makers and influencers
  • Closing worksheets and planning tools

4 Knowing how to close

  • New and sophisticated models and methods for customer-focused selling
  • Get decisions made faster and overcome objections with greater skill and precision using the customer decision criteria tool
  • How to tailor your closing strategy based on sound psychology and decision-making principles
  • Why you only need one closing question – the 180 degree turnaround tool

5 The power to persuade

  • Isolating and developing a strategy to remove cognitive buying dissonance (buyer’s remorse)
  • The three things that stop people buying – and how to remove them
  • Overcome objections more openly and accurately using a high-impact approach
  • The five ‘Es’ that can remove the customer’s perception of risk
  • The six tools of influence and how to use them to close sales promptly
  • Work with the customer to develop a decision action plan

6 Introduction to negotiating and managing the end game effectively

  • Deal more effectively and profitably with price objections
  • Learn to recognise negotiating tactics and stances
  • Be able to apply a proven structure to new business negotiations

 
Any questions? Please just give us a call on 01582 714285 – we’re here to help!