Course Outline
Introduction and Workshop Objectives
- Welcome, agenda overview, and expected workshop outcomes
- Aligning closing skills with organizational sales targets and values
- Personal baseline assessment and daily goal setting
Understanding Buyer Psychology
- Buyer motivations, decision triggers, and perception of risk
- Recognizing economic, technical, and personal decision drivers
- Mapping buyer stages to appropriate closing tactics
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closing
- Developing checklists and signals for close readiness
- Adapting the process for both short and long sales cycles
Effective Questioning and Listening
- High-impact closing questions and their optimal timing
- Active listening techniques to reveal hidden objections
- Converting answers into clear commitments for next steps
Handling Objections and Negotiation Tactics
- Categorizing objections and tailoring response patterns
- Negotiation principles that protect margins and relationships
- Roleplay: Transforming objections into closing opportunities
Closing Scripts, Trial Closes, and Language to Use
- Proven closing scripts and customizable templates
- Utilizing trial closes to gauge readiness and secure micro-commitments
- Words and phrases that create urgency without feeling pushy
Handling Price and Value Conversations
- Framing price as value and ROI for various buyer types
- Anchoring, bundling, and concession strategies
- Practice scenarios: Pitching value and addressing price resistance
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences that sustain momentum
- Securing explicit commitments and next steps in writing
- Best practices for handover 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
- Developing a personal 30-day closing action plan
- Selecting simple metrics to monitor closing improvements
- Preparing a manager handoff for ongoing reinforcement and coaching
Summary and Next Steps
Requirements
- A foundational grasp of the sales process and customer journeys
- Prior experience in interacting with prospects or customers
- Openness to participating in roleplay exercises and accepting constructive feedback from peers
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.
