Course Outline
Introduction and Workshop Objectives
- Welcome remarks, agenda review, and desired workshop outcomes.
- Aligning closing skills with organizational sales targets and core values.
- Personal baseline assessment and goal setting for the day.
Understanding Buyer Psychology
- Insights into buyer motivations, decision triggers, and risk perception.
- Identifying economic, technical, and personal drivers of decisions.
- Mapping buyer stages to appropriate closing tactics.
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closing methods.
- Developing checklists and identifying signals of closing readiness.
- Adapting the process for both short and long sales cycles.
Effective Questioning and Listening
- High-impact closing questions and the timing of their use.
- Active listening techniques to uncover hidden objections.
- Converting responses into clear commitments for next steps.
Handling Objections and Negotiation Tactics
- Classifying objections and employing tailored response patterns.
- Negotiation principles that protect margins and relationships.
- Roleplay exercise: converting objections into closing opportunities.
Closing Scripts, Trial Closes, and Language to Use
- Proven closing scripts and customizable templates.
- Using trial closes to gauge readiness and secure micro-commitments.
- Strategic wording and phrases to create urgency without pressure.
Navigating Price and Value Conversations
- Framing price as value and ROI for diverse buyer types.
- Strategies for anchoring, bundling, and making concessions.
- Practice scenarios: pitching value and addressing price resistance.
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences to maintain momentum.
- Securing explicit commitments and documenting next steps.
- Best practices for handing over to onboarding or delivery teams.
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays covering common seller and buyer archetypes.
- Structured peer feedback based on observed behaviors.
- Refinement cycles and coach-led demonstrations.
Action Planning and Measurement
- Creating a personal 30-day action plan for closing improvements.
- Selecting simple metrics to track progress and enhancements.
- Preparing a handoff to managers for ongoing reinforcement and coaching.
Summary and Next Steps
Requirements
- Fundamental knowledge of the sales process and customer journeys.
- Prior experience interacting with prospects or customers.
- An open mindset toward practicing roleplays and accepting peer feedback.
Target Audience
- Sales representatives and account executives.
- Field sales and inside sales teams.
- Sales managers and team leaders focused on improving closing performance.
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.
