Closing Skills
Closing Skills - Course Outline
Closing skills are an often neglected part of the sales process and successful sales people recognise that closing skills are possibly the most essential part. Business relies on successful closing skills; not only does it win the business but it also creates a lasting impression with the customer. Creating a win-win outcome is a real skill. Once you can close with confidence your customer is more likely to return, thus helping you to achieve your sales targets. This practical and highly interactive closing skills training course helps you develop the skills to close the sale both confidently and successfully. It uses individual exercises, group discussion forums, role-playing and personal feedback to encourage full participation. Real life cases are also used to aid the transfer of learning to your own selling situations.
Course Objectives
Create an effective pitch.
Establish common ground quickly.
Adapt your approach to suit the individual and organisation.
Control the sale through the use of demonstrations, visual aids and brochures.
Read the buying signals.
Move toward the close with more confidence.
Leave the door open for future business development.
Course Designed For
Sales managers, sales executivesand account managers with direct customer contact, who are responsible for generating and closing sales.
Course Content
Closing Positively
Don't rush it or leave it until the buyer has run out of time
Present the close positively
Keep moving forward
Leave the customer thinking about future opportunities
Getting the Pitch Right
Issues that influence buying - market research, public relations, competitors
Understand and keep to the brief - let the buyer explain what they want
Presenting your pitch
Reacting to the buyer
Communication that Works
Building credibility
Matching selling style to buyer's behaviour
Building rapport through body language and interpersonal skills
Active listening
Reading the Buying Signs
Gathering information - volume, timing, which products/services
Assessing the buyers interest level through their questions
Importance of timing
Sell the benefits for the buyer - not just the product
Exceed expectations - introduce some additional 'benefits' at the close
Cross sell if the buyer seems interested
The Difficult Situation - Solved
Overcoming objections
How to get out of deadlock situations
Maintaining a firm stance when necessary without increasing tension
Getting past 'no'
Don't Walk Away - Negotiate
Keeping the discussion going - remaining flexible
Defending the offer and conditions
Negotiating without complete authority
Looking for win-win
Add Value - Don't Forget After Sales Service
Following up with the client ensuring the product lives up to the customer's expectations
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