Mulțumim pentru trimiterea solicitării! Un membru al echipei noastre vă va contacta în curând.
Mulțumim pentru trimiterea rezervării! Un membru al echipei noastre vă va contacta în curând.
Schița de curs
Introduction and Workshop Goals
- Welcome, agenda, and workshop outcomes
- Aligning closing skills to company sales targets and values
- Personal baseline assessment and goal setting for the day
Understanding Buyer Psychology
- Buyer motivations, decision triggers, and risk perception
- Identifying economic, technical, and personal decision drivers
- Mapping buyer stages to closing tactics
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closes
- Creating checklists and close readiness signals
- Adapting the process for short and long sales cycles
Effective Questioning and Listening
- High-impact closing questions and when to use them
- Active listening techniques to surface hidden objections
- Turning answers into clear next-step commitments
Handling Objections and Negotiation Tactics
- Classification of objections and tailored response patterns
- Negotiation principles that preserve margin and relationships
- Roleplay: converting objections into opportunities to close
Closing Scripts, Trial Closes, and Language to Use
- Proven closing scripts and customizable templates
- Using trial closes to test readiness and secure micro-commitments
- Words and phrases that increase urgency without pressure
Handling Price and Value Conversations
- Framing price as value and ROI for different buyer types
- Anchoring, bundling, and concession strategies
- Practice scenarios: pitching value and responding to price pushback
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences that maintain momentum
- Securing explicit commitments and next steps in writing
- Handover best practices to onboarding or delivery teams
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays covering common seller and buyer archetypes
- Structured peer feedback using observed behaviors
- Refinement cycles and coach-led demonstrations
Action Planning and Measurement
- Creating a personal 30-day closing action plan
- Selecting simple metrics to track closing improvements
- Preparing a manager handoff for reinforcement and coaching
Summary and Next Steps
Cerințe
- Basic understanding of the sales process and customer journeys
- Experience engaging with prospects or customers
- Willingness to practice roleplay and receive peer feedback
Audience
- Sales representatives and account executives
- Field sales and inside sales teams
- Sales managers and team leaders responsible for closing performance
7 ore
Mărturii (3)
Irma a fost în armonie cu noi, în calitate de cursanți, și cu nevoile noastre de afaceri. A fost clar că ne asculta în mod activ din feedback-ul informat pe care ni l-a oferit ulterior.
Siobhan - Raintree
Curs - Digital Marketing for Software-as-a-Service (SaaS)
Tradus de catre o masina
Răspunsuri cu soluții și utilizare practică.
Agnieszka - AIRBUS HELICOPTERS POLSKA SP. Z O.O.
Curs - Google AdWords: Beginner to Advanced
Tradus de catre o masina
Ea a fost capabilă să răspundă cu ușurință la întrebările tuturor...un indiciu clar al expertizei sale.
Yunus - Vodacom
Curs - Digital Marketing
Tradus de catre o masina
