Closing the Sale

Duration


One day


Who Should Attend?


Salespeople and managers who need to improve and refine their ability to overcome objections and close the sale so as to develop new business opportunities.


Benefits To Your Business


By the end of the course the individual will be able to:


• Understand exactly what objections are and why they are raised


• Categorise objections raised so as to present effective solutions


• Implement practical strategies to overcome objections


• Develop confidence through the successful management of objections


• Understand the reasons for the 'fear of rejection' and control emotions


• Understand the most important rules of closing


• Implement the different stages of closing a sale


• Confidently ask for and achieve client commitment


Course Content


• Why objections and closing create fear


• Managing personal emotions


• Customer relationships


• Sales calls


• Rules of closing


• Gaining and maintaining commitment


Delivery Method


The training will be delivered using a variety of methods including trainer input, syndicate exercises, group discussion and a group case study.