This course was designed to cover critical business and professional development topics in the shortest time possible. This course will keep you engaged and help you retain critical skills; learn how to set the stage for...This course was designed to cover critical business and professional development topics in the shortest time possible. This course will keep you engaged and help you retain critical skills; learn how to set the stage for an easy and effective closing transaction every time. Learn techniques to build rapport with your prospects and guide them to a successful close. Address questions and objections with confidence. Strike the right balance between listening and speaking. Tailor your sales demonstrations to each client.Show MoreCourse Prerequisites:
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Instructor-Led Training (ILT)
Attend training in a classroom environment at a campus near you. Instructor-led training is still the number one delivery method of choice because it allows you to interact and discuss the training material, either individually or in a group setting, and you gain access to expert knowledge from certified instructors. This form of guided learning is impactful and produces positive learning outcomes. Day, evening and Saturday classes are offered.
Duration 1 Day
Course Schedule
Upcoming dates for Building and Closing the Sale
Course Content
Part 1: Building Rapport
Closing: An Essential Part of the Selling Process
Rapport = Trust
Pre-Interview Trust Builders
Communication Techniques That Build Trust
Opportunity: A Favorable Juncture of Circumstances
Finding Something in Common Is a Myth
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Part 2: An Ethical Approach to Closing Success
Uncovering Prospects’ Needs
Ask a Provocative Question
To Obtain the Keys to Fort Knox, Use a Take-Away Transition
Avoid the Product or Service Trap
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Part 3: Ask In-Depth, Probing Questions
ONE: Ask Open-Ended Questions
TWO: Phrase Questions Carefully
THREE: Rephrase and Redirect to Maintain Control
FOUR: Deal with Negatives Head-On
FIVE: Use the Most Powerful Principle in Communications
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Part 4: Demonstrations That Close
The Demonstration Phase of Closing
Appeal to Your Prospect’s Emotions
Three Important Rules
Give Intellectual Proof
Ask Trial Closing Questions
Answer Objections as Questions, Not as a Roadblock to Your Sale!
Beginning the Close
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Part 5: Closing Is a Process
Finalizing Your Sale
Recognizing Buying Signals
Create a Sense of Urgency
Just Ask!
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CTU Training Solutions, Updated: January 30th, 2019
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The course information above is subject to change without notification due to market trends in the industry, legislation and/or programme version updates.
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