Course Outline
Introduction and Workshop Objectives
- Welcome, agenda overview, and expected outcomes
- Aligning closing skills with corporate sales targets and core values
- Personal baseline assessment and setting daily goals
Buyer Psychology Insights
- Buyer motivations, decision triggers, and perceptions of risk
- Identifying key economic, technical, and personal drivers in decision-making
- Mapping buyer stages to specific closing tactics
Structuring the Close: A Repeatable Process
- Frameworks for delivering consistent, stage-based closes
- Developing checklists and identifying signals of close readiness
- Adapting the process to suit both short and long sales cycles
Effective Questioning and Active Listening
- High-impact closing questions and their optimal timing
- Active listening techniques to surface hidden objections
- Transforming responses into clear commitments for next steps
Objection Handling and Negotiation Strategies
- Categorizing objections and developing tailored response patterns
- Negotiation principles that protect margins while preserving relationships
- Roleplay exercise: turning objections into opportunities to close
Closing Scripts, Trial Closes, and Persuasive Language
- Proven closing scripts and adaptable templates
- Utilizing trial closes to gauge readiness and secure micro-commitments
- Selecting words and phrases that create urgency without feeling pushy
Managing Price and Value Conversations
- Positioning price as value and ROI for various buyer profiles
- Strategies for anchoring, bundling, and managing 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 next steps in writing
- Best practices for handing over to onboarding or delivery teams
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays covering common seller and buyer archetypes
- Providing structured peer feedback based on observed behaviors
- Iterative refinement and coach-led demonstrations
Action Planning and Performance Measurement
- Developing a personal 30-day closing action plan
- Choosing simple metrics to track improvements in closing performance
- Preparing a handoff to managers for continued reinforcement and coaching
Wrap-up and Next Steps
Requirements
- A foundational understanding of the sales process and customer journeys
- Prior experience interacting with prospects or customers
- An openness to participating in roleplay exercises and providing/receiving peer feedback
Target Audience
- Sales representatives and account executives
- Field sales and inside sales teams
- Sales managers and team leaders accountable for closing performance
Testimonials (1)
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.
