Building and Closing the Sale

Duration:

One day

Description:

In this sales training course you will learn great techniques to set the stage for an easy and effective closing transaction every time. Learn techniques to build rapport with your prospects and guide them to a successful close. Address questions and objections with confidence. Strike the right balance between listening and speaking. Tailor your sales demonstrations to each client.

Course Outline:

Part 1: Building Rapport

• Closing: An Essential Chapter of the Selling Process
• Rapport = Trust
• Pre-Interview Trust Builders
• Communication Techniques That Build Trust
• Opportunity: A Favorable Juncture of Circumstances
• Finding Something in Common Is a Myth

Part 2: An Ethical Approach to Closing Success

• Uncovering Prospects' Needs
• Ask a Provocative Question
• To Obtain the Keys to Fort Knox, Use a Take-Away Transition
• Avoid the Product or Service Trap

Part 3: Ask In-Depth, Probing Questions

• Producing Profitable Interactions
  • 1. Ask Open-Ended Questions
  • 2. Phrase Questions Carefully
  • 3. Rephrase and Redirect to Maintain Control
  • 4. Deal with Negatives Head-On
  • 5. Use the Most Powerful Principle in Communications

Part 4: Demonstrations That Close

• The Demonstration Phase of Closing
• Appeal to Your Prospect's Emotions
• Three Important Rules
• Give Intellectual Proof
• Ask Trial Closing Questions
• Answer Objections as Questions, Not as a Roadblock to Your Sale!
• Beginning the Close

Part 5: Closing Is a Process

• Finalizing Your Sale
• Recognizing Buying Signals
• Create a Sense of Urgency
• Just Ask!
• Summary