THE ART OF CLOSING THE SALES

Successful salespeople do not give a presentation and then ask for the order. Successful salespeople cultivate selling techniques that help develop a natural instinct, sensitivity, and timing for when and how to close with each buyer.

This course provides participants with core knowledge about sales as a function and as a process; this means that participants will get solid exposure to sales and its contribution to company growth. They will also gain an in-depth understanding of sales and self-management, the art of prospecting, opportunity planning, resource allocation and sequence for closing sales.

Course Methodology

The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self-assessment tools will also be used to create a shared language around key sales management competencies.

Learning Objectives/Outcome

By the end of the course, participants will be able to:

• Know what closing is and when to close
• Present and use several techniques for closing the sales in your presentation.
• Know what to do when you ask for order, and your prospect ask for more information, gives an objection, or say no.
• Understand how to read buying signal effectively
• Know how to prepare and use several closing techniques
• Know and appreciates the 12 keys to a Successful Close

Key Coverage

• DAY 1
• * Essentials of Selling
• * Sales methodologies & Techniques
• * Powerful Presentation Techniques
• * The Art of effective presentation delivery
• * The Right to Close
• * The Model for Sales Closure
• *  Case Study

DAY 2

• * What Makes a Good Sales Closer
• * The Salesman Clock
• * Reading Buying Signal
• * Essentials of Closing Sales
• * Closing Under Fire
• * Multiple Closing Sequence
• * Success Strategies
• * Preparing Several Closing Techniques
• * The Powerful Sales Motivation

For Whom?

• Sales Executives,
• Sales Reps,
• Field Salespeople,
• Sales Technicians/Engineers,
• Business Development professionals, and Young Entrepreneurs/Business Owners seeking sales growth