Closing Techniques Certificate

Closing Techniques Certificate

Course Details

In this course, you will learn how to maximise your chances of closing a sale, using various techniques that will help you to sell with confidence. Specifically, you will learn:-

• What is meant by the term “closing positively”.
• Why it is so important to learn how to bring about positive sales closure.
• The importance of timing and pace, in a successful sales pitch.
• How to encourage your prospects to consider future opportunities, by developing a strong customer-vendor relationship.
• General factors to bear in mind when making a sales pitch, regardless of the audience demographic or the pitch format.
• Why you need not feel put off at the first sign of a “No”.
• The most common sales objections and how to move past them.
• How deadlock situations arise in sales situations and how they can be resolved.
• How to tell when you should walk away and when you should negotiate.
• How to defend an offer and emphasise the benefits of the stated terms and conditions.
• How to ask the right questions, so that you understand your buyer’s place within the buying process.
• How to use timing, to increase the chance of closing the sale.
• Why you must sell the benefits to the buyer, exceed their expectations and not restrict your focus to the product or service you are selling.
• How you can cross sell products or services.
• How to diffuse tension and misunderstandings that may occur during the buying process.
• Why credibility is vital, when it comes to making sales.
• How to increase your credibility via a number of techniques, such as non-verbal communication, appropriate use of statistics and case studies.
• How you can mirror prospects’ body language, to increase feelings of rapport.
• The psychological stages buyers move through, as they get ready to buy from you - and how you can use this process to your advantage, when closing a sale.
• How to use active listening, to ensure a customer feels respected and heard, whilst reading the signs that let you know when a prospect is about to declare an intention to buy.
• Three key issues that influence a buyer or potential buyer and how these can impact upon the sales process.
• The purpose of a sales brief and why a good sales brief is an important first step in writing a sales pitch.
• How to write and present a sales pitch.
• How to react to a potential buyer’s comments, concerns, or suggestions.
• How to sharpen your communication skills and increase the chance that you will close the sale.

Course Modules/Lessons

• Module 1 : Closing Positively
 
• Module 2: Understanding Factors That Drive Buying Decisions
 
• Module 3: Building Credibility Throughout the Sales Process
 
• Module 4: Advanced Sales Techniques
 
• Module 5: Negotiating in Sales Situations