Course Outline
Introduction and Workshop Goals
- Welcome, agenda, 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 closing tactics.
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closes.
- Creating checklists and close readiness signals.
- Adapting the process for short and long sales cycles.
Effective Questioning and Listening
- High-impact closing questions and when to use them.
- Active listening techniques to uncover hidden objections.
- Turning answers into clear next-step commitments.
Handling Objections and Negotiation Tactics
- Classification of objections and tailored response patterns.
- Negotiation principles that preserve margin and relationships.
- Roleplay: converting objections into opportunities to close.
Closing Scripts, Trial Closes, and Language to Use
- Proven closing scripts and customizable templates.
- Using trial closes to test readiness and secure micro-commitments.
- Words and phrases that increase urgency without pressure.
Handling Price and Value Conversations
- Framing price as value and ROI for different buyer types.
- Anchoring, bundling, and concession strategies.
- Practice scenarios: pitching value and responding to price pushback.
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences that maintain momentum.
- Securing explicit commitments and next steps in writing.
- Handover best practices to onboarding or delivery teams.
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays covering common seller and buyer archetypes.
- Structured peer feedback using 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
- Basic understanding of the sales process and customer journeys.
- Experience engaging with prospects or customers.
- Willingness to practice roleplay and receive peer feedback.
Audience
- Sales representatives and account executives.
- Field sales and inside sales teams.
- Sales managers and team leaders responsible 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.
