Training Duration: 3 Days / 18 Hrs
Introduction to the Training:
The sales process starts with a lead, turns into a prospect, and then the pre-approach, approach, presentation and closure follow. Participants will learn how to properly finalize deals and identify implications if sales are not sufficiently closed. Additionally, it is necessary to have effective negotiation skills in order to close deals and be successful.
This workshop will cover the elements of negotiation, tactics, maneuvers, counter measures and arguments in addition to other techniques and methods that can be useful in negotiating in the business world. Also, the workshop will discuss the overall sales process and specifically focuses on the closing stage.
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, 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 the Prospect is to Actual
- Making a Purchasing Decision
- Learn how to Ask the Questions during the Trial
- Closings that will Lead to the Motivation behind the Purchase
- Master the Trial Closing Strategies to Close to
- Increase your Closing Success
- Know how to Ask for a Commitment without
- Pressure and Feeling Stressed or Creating Stress for
- Prospects, Making Closing Easy and Natural
- Enhance Service Follow Up to Increase Customer
- Satisfaction and Build Professional Relationships
- Understand the types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
- Understand and apply negotiating concepts: WATNA, BATNA, WAP, and ZOPA
- Identify what information to share and what to keep to yourself
- Understand bargaining techniques
- Apply strategies for identifying mutual gain
- Understand how to reach consensus and set the terms of agreement
- Use the negotiating process to solve everyday problems
