Training Duration: 3 Days / 18 Hrs
• Introduction to the Training:
– The sales process begins with a lead, transitions into a prospect, and proceeds through the stages of pre-approach, approach, presentation, and ultimately, closure.
– This training equips participants with both the skills to properly finalize deals and the negotiation strategies needed to reach successful outcomes. It emphasizes the critical role of effective closing and negotiation techniques in securing commitments, increasing client satisfaction, and driving business success.
– Participants will learn negotiation elements, tactics, countermeasures, and persuasive techniques, along with how to close deals naturally and confidently while maintaining strong professional relationships.
• Training Outlines:
1. Closing Skills:
– Difference Between Salesmen and Closers
– Types of Salesmen
– Types of Closers
– Closer Attitude
– Psychological Manipulation
– Closer and Customer’s Attitude
– Closing the Customer and Agreeing on the Next Step
– Service Follow-Up
2. Negotiation Skills:
– Styles of Negotiations
– Planning the Negotiation
– Structuring a Negotiation
– Personal Power and How to Increase It
– Behavioral Analysis
– Dealing with the Four Behavior Styles
– Negotiation Tactics and Counter Tactics
– Movement and Concessions
– Dealing with Price
• Training Objectives:
– Determine how close a prospect is to making a purchasing decision
– Learn how to ask questions during trial closings that uncover true buying motivation
– Master trial closing strategies to improve overall closing success
– Ask for commitments without pressure or stress, making closing smooth and natural
– Enhance service follow-up to increase satisfaction and strengthen long-term relationships
– Understand the types and phases of negotiations, and develop key negotiation skills
– Apply negotiation concepts such as WATNA, BATNA, WAP, and ZOPA
– Identify critical information to share or withhold during negotiation
– Use bargaining techniques and strategies for mutual gain
– Reach consensus effectively and set clear terms of agreement
– Solve business challenges using structured negotiation approaches
• Who Should Attend:
– Sales professionals and account executives
– Business development teams
– Sales managers and team leaders
– Procurement and contract managers
– Anyone involved in negotiating and closing business deals
• Why Attend:
– To master the art of closing and converting prospects into committed clients
– To develop advanced negotiation tactics for business success
– To reduce stress and improve confidence in high-pressure sales and negotiation settings
– To strengthen client relationships through effective communication and follow-up
– To align negotiation and closing strategies with long-term business goals
