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Closing the Sale
Many potentially effective sales people are unable to complete the only element of a sale that results in income-closing. This course examines the issues related to preparing and setting the stage for a commitment to buy, looks at some of the reasons that this is such a tough step for many aspiring sales professionals, and gives techniques and methods for making sure it happens.
The course covers such topics as
How to prepare for a professional close
How to make your case for the sale
Ways to confirm and complete the sale
After completing this course the learner will be able to
Prepare with professional sales techniques
Make the sale
Confirm the sale
Closing the Sale
Description
Many potentially effective sales people are unable to complete
the only element of a sale that
results in income, that is, the closing. This course examines the
issues related to preparing and setting
the stage for a commitment to buy, looks at some of the reasons
that this is such a tough step for
many aspiring sales professionals, and gives techniques and methods
for making sure it happens.
Audience
This course addresses the training needs of all employees.
Prerequisites
None.
Course Duration
»
1. 5 hours
Topics Include
How to prepare for a professional close
»
How to gain confidence through mental preparation
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Methods to use to discover your prospect's desires
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Techniques to help you focus on the prospect's main concern
»
How to start early to build toward the close
»
Ways to customize your close
How to make your case for the sale
»
Ways to make the most of the "psychological period"
»
How to recognize ready-to-buy signals
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How to respond to buying signals with appropriate timing
»
Ways to send up a test balloon
»
Techniques for proven trial closes
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Suggestions on using silence effectively
Ways to confirm and complete the sale
»
How to prepare for all possibilities
»
Ways to overcome your fears of the prospect's objections
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Techniques for answering objections successfully
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How to know when to stop talking
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Essentials of following-through and following-up
Everything Courseware
Closing the Sale
Objectives
After completing this course the learner will be able to
Prepare with professional sales techniques
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Educate, focus, and prepare
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Develop a strategic plan
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Understand selling tactics
»
Customize her tactics
Make the sale
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Act on buying signals
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Test with trial closes
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Commit the prospect to action
Confirm the sale
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Anticipate challenges
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Overcome objections
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Finalize the sale