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Closing The Sale & Dealing With Objections

This Closing the Sale and Dealing with Objections course reviews the sales process and identifies the appropriate time to apply a close and how to go about it. Through role-play and questionnaires we analyse your closing technique and highlight areas for improvement. The course also includes effective methods of dealing with the customer's objections and indecision.

CPD Value 5.5 Hours

Select specific date to see price, venue and full details.

Learning Objectives

  • 20+ types of closing strategies
  • Greater confidence in handling objections positively
  • Understanding the customers motivation
  • Overcoming customers objections to the price
  • Individual sales issues discussed and resolved

Course Content

09:30 - 09:45 Coffee & Course Objectives

09:45 - 10:45 Task 1 - Delegates are tasked with selling a product/service to an identified decision maker in role play scenario. Feedback is given as to how well targeted the pitch was.

10:45 - 11:30 3 ½ Steps To Selling (Establishing Interest & Prospecting, Presenting, Closing, Keeping the Doors Open)

11:30 - 12:00 Types of Closes (23 closes are analysed)

12:00 - 13:00 What Type of Closer Are You? (Personal test)

13:00 - 14:00 Lunch

14:00 - 14:30 Task 2 - Delegates role-play difficult objections that they get for their own products/services.

14:30 - 16:30 Dealing With Objections Effectively (Types of objections, pre-handling objections, answering objections)

16:30 - 16:45 Summary & Action Plans Agreed

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