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Course Overview This course reviews the sales process and identifies the appropriate time to apply a close and how to go about it. Through role-play and questionnaires we analyse your closing technique and highlight areas for improvement. The course also includes effective methods of dealing with customers objections and indecision. Skills Gained What delegates will gain from the course: - 20+ types of closing strategies
- Greater confidence in handling objections positively
- Understanding the customers motivation
- Overcoming customers objections to the price
- Individual sales issues discussed and resolved
Audience Any person involved in the final stages of the sales process. Course Outline 09.30 - 09.45 Coffee & Introduction 09.45 - 10.45 Task 1 10.45 11.30 3 Steps To Selling (Establishing Interest & Prospecting, Presenting, Closing, Keeping the Doors Open) 11.30 12.00 Types of Closes (23 closes are analysed) 12.00 - 12.45 What Type of Closer Are You? (Personal test) 12.45 13.00 General Discussion & Questions 13.00 - 14.00 Lunch 14.00 - 14.30 Task 2 14.30 - 15.30 Dealing With Objections Effectively (Types of objections, pre-handling objections,answering objections) 15.30 - 16.30 The WIN WIN Scenario and Summary of the Course
How to make a booking for the CM8753 course
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