Description
The conclusion is the crucial moment of the sale; it is also the moment most feared by salespeople. How many successful sales acts never result in an order. Who will make the decision and on what criteria? How to avoid customer indecision? How to make the decision easier and faster? So many questions to which your salespeople will find answers in this training on closing techniques to accelerate their sales cycle.
Who is this training for ?
For whom ?
Salesperson, sales engineer, technical salesperson. Sales manager wishing to accelerate the sales cycle of his teams.
Prerequisites
None.
Training objectives
Training program
- Identify the issues of the conclusion
- The challenges for yourself.
- The challenges for the client.
- Identify your own obstacles to conclusion: self-diagnosis.
- Dare to conclude .
- Identify the decision group
- Identify all contributors to the final decision.
- Define their role: prescriber, advisor, user, filter, payer...
- Identify the level of issue for everyone: professional and personal issue.
- Identify possible alliances and power games between actors.
- Act on the decision-making group to speed up the decision
- Act on all stakeholders.
- Identify their possible obstacles and act to remove them.
- Find 'sponsors' among the client.
- Validate the financial conditions of the offer to avoid entering into negotiations.
- Succeed in the face-to-face closing. Maintain control of the interview.
- Prepare the conclusion from the start of the interview.
- Identify the moment to conclude.
- Deal with the very last objections.
- Use techniques to facilitate closing.
- Facilitate internal resale Help the customer make their decision with peace of mind.
- Act after conclusion
- Use your emotions to communicate with the client.
- Respect your commitments, formalize the agreement.
- Remain in the client's landscape, even if no -decision.
- Knowing how to come off as a 'handsome player'.
