Course Outline
Introduction and Workshop Objectives
- Welcome, agenda review, and workshop outcomes
- Aligning closing capabilities with organisational sales targets and values
- Individual baseline assessment and goal setting for the session
Buyer Psychology Fundamentals
- Buyer motivations, decision triggers, and risk perception
- Identifying economic, technical, and personal decision drivers
- Mapping buyer stages to appropriate closing tactics
Structuring the Close: A Consistent Process
- Frameworks for consistent, stage-based closes
- Developing checklists and identifying close readiness signals
- Adapting the process for short and long sales cycles
Effective Questioning and Listening
- High-impact closing questions and their optimal timing
- Active listening techniques to uncover underlying objections
- Converting answers into clear next-step commitments
Managing Objections and Negotiation Strategies
- Categorising objections and applying tailored response patterns
- Negotiation principles that maintain margin and relationships
- Roleplay: turning objections into opportunities to close
Closing Scripts, Trial Closes, and Language
- Proven closing scripts and adaptable templates
- Using trial closes to gauge readiness and secure micro-commitments
- Wording that creates urgency without feeling pushy
Navigating Price and Value Conversations
- Framing price as value and ROI for different buyer types
- Anchoring, bundling, and concession strategies
- Practice scenarios: pitching value and managing price pushback
Follow-up, Commitments, and Post-Close Actions
- Designing follow-up cadences that sustain momentum
- Securing explicit commitments and next steps in writing
- Best practices for handover to onboarding or delivery teams
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays covering common seller and buyer archetypes
- Structured peer feedback based on observed behaviours
- 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
Requirements
- A fundamental understanding of the sales process and customer journeys
- Experience in engaging with prospects or customers
- An openness to practising roleplay and accepting peer feedback
Target Audience
- Sales representatives and account executives
- Field sales and inside sales teams
- Sales managers and team leaders accountable for closing performance
Testimonials (1)
Found the entire two days of training very informative and educational, but the content covered on Day 2 (Social Media & Mobile Marketing, Analytics, as well as Strategy & Planning) was the most valuable to me as it relates directly to my current line of work.
