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Duration 7 hours
Course Outline
Introduction and Workshop Objectives
- Welcome, agenda review, and expected workshop outcomes
- Aligning closing competencies with organizational sales targets and core values
- Personal baseline evaluation and goal setting for the session
Insights into Buyer Psychology
- Understanding buyer motivations, decision triggers, and risk perceptions
- Recognizing economic, technical, and personal factors driving decisions
- Aligning buyer stages with appropriate closing tactics
Designing the Close: A Reproducible Framework
- Frameworks for maintaining consistent, stage-based closing approaches
- Developing checklists and recognizing signals of close readiness
- Adapting the process for both short and extended sales cycles
Impactful Questioning and Active Listening
- High-impact closing questions and their optimal timing
- Active listening methods to surface hidden objections
- Converting responses into clear, actionable next-step commitments
Managing Objections and Negotiation Strategies
- Categorizing objections and developing tailored response patterns
- Negotiation principles that protect margins while strengthening relationships
- Role-play: Transforming objections into closing opportunities
Closing Scripts, Trial Closes, and Effective Language
- Proven closing scripts and adaptable templates
- Utilizing trial closes to gauge readiness and secure micro-commitments
- Vocabulary and phrasing that create urgency without applying pressure
Navigating Price and Value Discussions
- Positioning price as value and ROI for diverse buyer types
- Strategies for anchoring, bundling, and making concessions
- Practice scenarios: Demonstrating value and handling price resistance
Follow-up, Commitments, and Post-Close Actions
- Structuring follow-up schedules to sustain momentum
- Securing explicit commitments and documented next steps
- Best practices for handover to onboarding or delivery teams
Applied Role-Play Sessions and Peer Coaching
- Paired role-plays addressing common seller and buyer archetypes
- Structured peer feedback based on observed behaviors
- Refinement cycles and instructor-led demonstrations
Action Planning and Performance Measurement
- Developing a personal 30-day closing action plan
- Selecting key metrics to monitor closing improvements
- Preparing a handover to managers for ongoing reinforcement and coaching
Summary and Future Steps
Requirements
- Fundamental knowledge of the sales process and customer journey stages
- Prior experience in engaging with leads or existing customers
- An openness to participate in role-plays and receive peer feedback
Target Audience
- Sales representatives and account executives
- Field sales and inside sales teams
- Sales managers and team leads overseeing closing performance
Testimonials (1)
The truth is, it was very comprehensive.
Azucena - Casas Javer SA de CV
Course - Digital Marketing
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