Closing the Sale

Objectives

• to explore the nature of SPIN
  
• turning objections into opportunities
  
• building a practical repertoire of questioning techniques
  
• the ABC of closing

Benefits

Improve your conversational dialogue and learn how to improvise from a client’s point of view; this workshop holds both revelation and open, practical exercises. The aim is to build greater confidence in closing a sale, improve your impact in leading a win/win scenario, as well as actively pursuing a client’s objections rather than dodging the hard questions or being fearful of them. With templates in questioning techniques supported by how to build a relationship, over-boarding and valuing long term results, this course may very well be the experience you need to increase your success rates.

It’s Your Move

Building Profitable Relationships
Setting the Right Scene
Objection Handling
The Science of Persuasion
Crash Course in Carnegie

SPIN it Right

The nature of SPIN
The Reasons We Didn’t Win
Negotiation or Collaboration?
The Six Habits of Successful People

And finally, in closing

The Columbo Effect
The Suggestive Additions
Closure is only the Beginning
The Top 5 Clients You Want (but were afraid to ask)

Face-to-face training

Training is held in our modern, comfortable, air-conditioned suites.

Lunch

Lunch is provided at a local restaurant or pub. Browse the sample menus:

• Bloomsbury
• Limehouse
• Southwark

Breaks and timing

Courses start at 9:30am.

Please aim to be with us for 9:15am.

Joining information (how to get to our venues)

Refreshments

Available throughout the day:

• Hot beverages
• Clean, filtered water
• Biscuits

Virtual training

Regular breaks throughout the day.

Learning tools

In-course handbook

Contains unit objectives, exercises and space to write notes

24 months access to trainers

Your questions answered by qualified trainers online.

Phil is an excellent trainer who is extremely knowledgable and helpful. He is an asset to STL.

Closing the Sale