Course Outline
Introduction and Workshop Objectives
- Welcome message, agenda overview, and workshop outcomes.
- Aligning closing skills with company sales targets and values.
- Personal baseline assessment and goal setting for the day.
Understanding Buyer Psychology
- Buyer motivations, decision triggers, and risk perception.
- Identifying economic, technical, and personal decision drivers.
- Mapping buyer stages to appropriate closing tactics.
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closing.
- Developing checklists and identifying close readiness signals.
- Adapting the process for both short and long sales cycles.
Effective Questioning and Listening
- High-impact closing questions and their optimal usage timing.
- Active listening techniques to uncover hidden objections.
- Converting answers into clear next-step commitments.
Handling Objections and Negotiation Tactics
- Classifying objections and using tailored response patterns.
- Negotiation principles that protect margins and relationships.
- Roleplay: turning objections into closing opportunities.
Closing Scripts, Trial Closes, and Language
- Proven closing scripts and customizable templates.
- Using trial closes to gauge readiness and secure micro-commitments.
- Strategic words and phrases to increase urgency without pressure.
Handling Price and Value Conversations
- Framing price as value and ROI for various buyer types.
- Strategies for anchoring, bundling, and concessions.
- Practice scenarios: pitching value and addressing price concerns.
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences that maintain momentum.
- Securing explicit commitments and documenting next steps.
- Best practices for handing over to onboarding or delivery teams.
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays covering common seller and buyer archetypes.
- Structured peer feedback based on observed behaviors.
- Refinement cycles and coach-led demonstrations.
Action Planning and Measurement
- Creating a personal 30-day closing action plan.
- Selecting simple metrics to track closing improvements.
- Preparing a manager handoff for reinforcement and coaching.
Summary and Next Steps
Requirements
- Fundamental knowledge of the sales process and customer journeys.
- Prior experience interacting with prospects or customers.
- Openness to practicing roleplays and accepting peer feedback.
Target Audience
- Sales representatives and account executives.
- Field sales and inside sales teams.
- Sales managers and team leaders focused on closing performance.
Testimonials (3)
Irma was attuned to us as learners and our business needs. It was clear that she was actively listening to us from the informed feedback she then provided.
Siobhan - Raintree
Course - Digital Marketing for Software-as-a-Service (SaaS)
Responses with solutions and practical use.
Agnieszka - AIRBUS HELICOPTERS POLSKA SP. Z O.O.
Course - Google AdWords: Beginner to Advanced
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.
