Course Outline
Introduction and Workshop Objectives
- Welcome, agenda overview, and expected outcomes
- Aligning closing competencies with organisational sales targets and core values
- Personal baseline assessment and daily goal setting
Insights into Buyer Psychology
- Understanding buyer motivations, decision triggers, and risk perceptions
- Recognising economic, technical, and personal drivers behind decisions
- Matching buyer stages with appropriate closing tactics
Building a Repeatable Closing Structure
- Frameworks for consistent, stage-based closing approaches
- Developing checklists and identifying signals of close readiness
- Adapting the process for both short and long sales cycles
Mastering Questioning and Active Listening
- High-impact closing questions and optimal timing for their use
- Active listening techniques to reveal underlying objections
- Converting responses into clear commitments for the next steps
Managing Objections and Negotiation Strategies
- Categorising objections and developing tailored response patterns
- Negotiation principles that maintain margin and strengthen relationships
- Roleplay: Transforming objections into opportunities to close
Closing Scripts, Trial Closes, and Persuasive Language
- Proven closing scripts and adaptable templates
- Utilising trial closes to gauge readiness and secure micro-commitments
- Selecting words and phrases that create urgency without feeling pushy
Navigating Price and Value Discussions
- Presenting price as value and ROI for various buyer types
- Strategies for anchoring, bundling, and managing concessions
- Practice scenarios: Articulating value and addressing price resistance
Follow-up, Securing Commitments, and Post-Sale Activities
- Designing follow-up rhythms that sustain momentum
- Obtaining explicit written commitments and defining next steps
- Best practices for handover to onboarding or delivery teams
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays addressing common seller and buyer archetypes
- Structured peer feedback based on observed behaviours
- Refinement cycles and coach-led demonstrations
Action Planning and Performance Measurement
- Developing a personal 30-day closing action plan
- Choosing simple metrics to monitor improvements in closing performance
- Preparing a manager handoff for ongoing reinforcement and coaching
Summary and Path Forward
Requirements
- A fundamental grasp of the sales process and customer journeys
- Practical experience in engaging with prospects or customers
- An openness to participating in roleplays and accepting peer feedback
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.
