문의를 보내주셔서 감사합니다! 팀원이 곧 연락드리겠습니다.
예약을 보내주셔서 감사합니다! 저희 팀 멤버 중 한 분이 곧 연락드리겠습니다.
코스 개요
Introduction and Workshop Goals
- Welcome, agenda, and workshop outcomes
- Aligning closing skills to company sales targets and values
- Personal baseline assessment and goal setting for the day
Understanding Buyer Psychology
- Buyer motivations, decision triggers, and risk perception
- Identifying economic, technical, and personal decision drivers
- Mapping buyer stages to closing tactics
Structuring the Close: A Repeatable Process
- Frameworks for consistent, stage-based closes
- Creating checklists and close readiness signals
- Adapting the process for short and long sales cycles
Effective Questioning and Listening
- High-impact closing questions and when to use them
- Active listening techniques to surface hidden objections
- Turning answers into clear next-step commitments
Handling Objections and Negotiation Tactics
- Classification of objections and tailored response patterns
- Negotiation principles that preserve margin and relationships
- Roleplay: converting objections into opportunities to close
Closing Scripts, Trial Closes, and Language to Use
- Proven closing scripts and customizable templates
- Using trial closes to test readiness and secure micro-commitments
- Words and phrases that increase urgency without pressure
Handling Price and Value Conversations
- Framing price as value and ROI for different buyer types
- Anchoring, bundling, and concession strategies
- Practice scenarios: pitching value and responding to price pushback
Follow-up, Commitments, and Post-Close Activities
- Designing follow-up cadences that maintain momentum
- Securing explicit commitments and next steps in writing
- Handover best practices to onboarding or delivery teams
Practical Roleplay Sessions and Peer Coaching
- Paired roleplays covering common seller and buyer archetypes
- Structured peer feedback using observed behaviors
- Refinement cycles and coach-led demonstrations
Action Planning and Measurement
- Creating a personal 30-day closing action plan
- Selecting simple metrics to track closing improvements
- Preparing a manager handoff for reinforcement and coaching
Summary and Next Steps
요건
- Basic understanding of the sales process and customer journeys
- Experience engaging with prospects or customers
- Willingness to practice roleplay and receive peer feedback
Audience
- Sales representatives and account executives
- Field sales and inside sales teams
- Sales managers and team leaders responsible for closing performance
7 시간
회원 평가 (3)
Irma는 학습자로서 우리와 비즈니스 요구 사항에 맞춰져 있었습니다. 당시 그녀가 제공한 피드백을 통해 그녀가 우리의 말을 적극적으로 듣고 있다는 것이 분명했습니다.
Siobhan - Raintree
코스 - Digital Marketing for Software-as-a-Service (SaaS)
기계 번역됨
솔루션과 실용화로 대응합니다.
Agnieszka - AIRBUS HELICOPTERS POLSKA SP. Z O.O.
코스 - Google AdWords: Beginner to Advanced
기계 번역됨
그녀는 모든 사람의 질문에 쉽게 대답할 수 있었습니다...그녀의 전문 지식이 분명하게 드러났습니다.
Yunus - Vodacom
코스 - Digital Marketing
기계 번역됨
