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Building and Closing the Sale

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... Show More
Course Prerequisites:
None
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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 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. Terms and Conditions

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