Closing

 

Closing Online Workshop
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The six components of closing business.
Overview
The close is a logical conclusion to an orderly sales process. We discuss the six critical elements of closing and how they impact your ability to win business. Closing can be difficult for salespeople when they have not earned the right to close. Ways for closing the Economic Buyer (the final decision maker) are reviewed and discussed. Natural closing at the end of the sales process requires proper positioning at the beginning of the process. We emphasize how closing should be a natural part of the sales process and not an awkward question or gimmick.
Topics Covered
  • What is closing?
  • Problems from the beginning of the sales process don’t show up until the end of the sales process.
  • The six key elements of closing
    1. Prospect accepts your value proposition
    2. Uncover key, specific needs
    3. Identify and engage the economic buyer (decision maker)
    4. Building a consensus that accepts your solution and ability to provide it
    5. Presenting solution overcome objections or concerns
    6. Paint word pictures
  • Asking the most important question.
Learning Objectives
  • Identify and understand the six key elements of closing.
  • Understand that closing is a natural part of the process. It should not be awkward.
Desired Outcomes
  • Enable participants to position for the close at the beginning of the process.
  • Inspire participants to close with confidence.
  • Understand how all six key elements impact the closing process.
Register Now!
60 minutes. $139.00 per attendee. $98 per attendee for groups of five or more.
Thursday, August 15, 2019, at 2 PM EDT or 11 AM PDT.
Click here to register.
See our public course schedule for locations and dates.
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