Description
CLOSE DEALS FASTER TRAINING
Can your team conduct the sale well, but fail to get the order at the most important end of the selling cycle – the close? This might be due to their inexperience or lack of desire to handle objections and close the deal. This highly practical workshop will help your team with the confidence and the techniques to close more new business. Our closing techniques are all based on human behaviour and they can be implemented immediately after the workshop finishes. The session also includes valuable insights on how to handle objections more effectively.
BY THE END OF THIS COURSE, PARTICIPANTS WILL BE ABLE TO:
- Uncover limiting psychological closing fears and concerns.
- Understand what motivates buyers to say yes – the secrets of human behaviour and closing skills.
- Remove the most common objections from buyers and learn how to clear paths to a close.
WHAT WILL YOU LEARN
UNDERSTANDING BUYER BEHAVIOUR
- Understanding why traditional sales pitches do not work
- The psychology of the sale
- Understanding what makes customers buy
SELLING & BUILDING VALUE INTO THE SALE
- Features Vs Benefits
- The SECRET about why people buy
- Elevator pitches to get a customer to buy-in
FROM TRANSACTIONAL TO TRUSTED ADVISOR
- Building trust and respect with customers
- 4 Steps of consultative selling (Preparation, Consultation, Prescribing, Follow up)
- Relationship building: Become your client’s “trusted advisor”
HANDLING OBJECTIONS AND NEGOTIATIONS
- Handle objections and turn them into additional benefits
- Negotiate like a Pro and close without discounts
- Explore and offer options to maximise a Win-Win outcome
