Advanced Closing Skills
Training Description
This advanced closing skills course is specifically designed for more experienced sales people, it reviews the sales process and identifies the appropriate time to apply a close and how to go about it. Through role-play and questionnaires we analyse your closing technique and highlight areas for improvement. This sales training course is available throughout the UK.
CPD Value 5.5 Hours
CPD = Continuous Professional Development (All PTP courses are approved for CPD by the Law Society and meet the standards expected of all professional bodies).
People who booked this Advanced Closing Skills Course have also attended these courses:
Closing the Sale & Dealing with Objections, Negotiating to a Staisfactory Close, Closing Incoming Calls Effectively
The Course Suits
Anybody in a sales role should attend this course. Role-plays are a vital ingredient of closing courses so delegates should be prepared to actively participate throughout the day.
Training Benefits
- How and when to use over 20 types of closes
- Greater ability to handle objections
- Gain greater confidence to close in difficult situations
Course Timetable
09:30 - 10:00 Coffee & Course Objectives
10:00 - 10:45 Role Play 1 (Delegates have to sell a product to the rest of the group)
10:45 - 11:15 Types Of Closes (23 closes are analysed)
11:15 - 11:30 Coffee
11:30 - 12:15 What Type of Closer Are You? (Personal test)
12:15 - 12:45 Role Play 2 (Delegates choose their 3 favourite closes and in pairs practise them on each other.)
12:45 - 13:45 Lunch
13:45 - 14:15 Role Play 3 (Energetic role play)
14:15 - 15:00 Dealing With Objections Effectively (Types of objections, pre-handling objections, answering objections)
15:00 - 16:30 Role Play 4 (Challenging situations where the salesperson has to think on his/her feet to rescue the sale and/or keep the doors open.)
16:30 - 16:45 Summary & Action Plans Agreed
© PTP/204
Advanced Closing Skills training course available to book:
Description:
A practical training DVD on effective negotiating for all managers based on Gavin Kennedy's 'four-phase' approach to negotiating. Malcolm and Miriam represent management and staff, respectively, as they try - initially without success - to negotiate equitable terms for the forthcoming office move. With help from two colleagues they experience and learn how to prepare, debate, propose and bargain their way to a win-win solution.
Gavin Kennedy's proven, simple and highly effective negotiating techniques are delivered in an entertaining drama that will capture your people's imagination and develop their negotiating skills.
The four-phase model:
• prepare - negotiation can't begin until each party knows what they want
• debate - discovering the other side's 'wants' takes up to 80% of the negotiation
• propose - each side signals what 'wants' they could trade
• bargain - the parties state the specific 'wants' each will trade.
Duration: 25 minutes
Includes Support Material on a separate CD:
A Trainer's Guide provides information and guidance on holding a course on negotiation. It contains advice on training, an outline course structure and help with the devising and running of negotiating simulations. A models simulation is provided along with notes on handling a debriefing session. The Negotiators's Notebook provides training course participants with the basic steps of a negotiation and offers valuable help and assistnace for those entering negotiations in a variety of situations.
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