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How can you close deals faster and more effectively?

The balance between professionalism and assertiveness is a tough one to strike. However, it’s essential to ensure that an approach has enough measure of both when it comes to closing deals. Faster and more effective closing can help to drive impressive growth so there are many benefits to improving this as a skill set. So, how do you achieve more impressive closing without crossing the line of professionalism?

Always be authentic

It’s fine to prepare for your sales pitch and to have a clear idea of how you want it to go. However, for the interaction to feel real you need to avoid a situation where it doesn’t progress like a real conversation. Customers will always get a sense of how genuine you are and whether you really care about their business or you’re just trying to close the sale. So, it’s important to ensure that you convey authenticity and interest, as well as keeping the closing in mind.

Make sure you’re speaking to the right person

You need to ensure that the conversation you’re having is with the real decision maker. Many people in senior positions will send in a junior or an information gatherer first, neither of whom you can close. So, it’s important to try to establish that your meeting is with the person who is driving the decision-making.

Anticipate your obstacles in advance

Problems and objections are the biggest barriers to closing a deal effectively and at speed. So, it’s often worth identifying these well in advance so you’re prepared to deal with them if they do arise. Sit down with the rest of your team and try to come up with a comprehensive list of what the potential objections could be. Allow your team to be creative and think outside the box and then create potential solutions or responses for each one. If you’re presented with an objection that you hadn’t thought of when you’re making the closing, take a little time to think and avoid a solution that sounds forced or false.

Use deadlines

Creating a sense of urgency can be incredibly useful when it comes to closing. Deadlines do this very effectively, whether they relate to a discount that is about to expire or an offer that has a limited time to run. This isn’t about pushing the customer or forcing them to rush into anything but creating an urgency that shows that yours is the right product or service for right now.

Who are your competitors?

Acquiring some knowledge of what competitors are offering, and how they are offering it, is essential. Make sure you have a good understanding of competitor businesses so that you know you’re offering something that they are not.

Don’t get distracted

Focus on the facts that you have and your areas of expertise. Avoid getting drawn into speculation or arguments that will distract from your closing goal.

Our Winning Ways to Close a Deal course is ideal for those looking to learn how to achieve both professional and assertive closing habits.

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.