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Closing Sales

"Until one is committed there is hesitancy, the chance to draw back, always ineffectiveness. Concerning all acts of of initiative and creation, there is one elementary truth, the ignorance of which kills countless ideas and splendid plans, that the moment one definately commits oneself then providence moves too. All sorts of things occur to help one that would never otherwise have occurred, a whole stream of events issue from the decision raising in one's favour all manor of unforeseen incidents and meetings, plus material assistance, which no man could have dreamed would have come his way." - Goethe

Introduction:

Many Sales are protracted because the salesperson does not close the order. This course examines the conditions required before a close can be successful. By understanding this process Salespeople will gain confidence in their products and abilities and clients will benefit from a more professional approach.

Aim:

To enable Salespeople to close sales more quickly and more effectively

Method:

Theory and experiential learning:

  • Theories and discussions
  • Role plays
  • Coaching and practice sessions
  • Action planning for transfer to work
     

Contents:

  • FAB: Features, Advantages and Benefits
  • Definition of a benefit
  • The Benefit Close
  • Building a Benefit Bank
  • Concentrating on Customer Needs
  • Dealing with objections
  • Proof Statements, Supporting Statements and 3rd party references
  • When and where to close
  • Closing Techniques, Types of close
  • The sharp angle close
  • Assumptive close
  • Telephoning for appointments
  • Basic NLP


Outcomes:

By the end of the course delegates will

  • Be aware of when and how to close sales
  • Be familiar with different closing techniques
  • Know how to probe for customer needs and match them with corresponding product benefits
  • Build benefit banks during negotiations
  • Use NLP to aid their understanding of the customer
  • Be able to match and pace and build rapport quickly
  • Be able to overcome objections 

Target Audience:

All staff responsible for increasing sales

Course Duration:

1 day

Investment: £225 per delegate day.

Booking:

Phone: 01286 660330
Fax: 01286 660921
E-mail: info @ teaminternational.co.uk

Enquire about the Closing Sales course 


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