Sales Training on CD-ROM
Solution Selling: Effectively Closing a Sale
In Solution Selling: Effectively Closing a Sale, you will learn how to focus on clients' key issues when speaking to them, why product demonstrations are beneficial, and why it is important to speak with
satisfied clients. You will also learn how to recognize buying signals, how to respond to resistance, and what to do if a sales meeting becomes uncomfortable. In addition, you will learn when to close during a sales
call, some common closing techniques, and how to follow up with clients.
Learn To:
- Identify a client's key issues and complete a key-issues matrix.
- Focus a product demonstration on a client's key issues.
- Determine why a client is not ready to buy.
- Ask closing questions.
- Follow-up with clients.
- Use three common closing techniques.
Content Emphasis: Skills-Based
Audience: Individuals who want to learn appropriate approaches to closing sales.
Total Learning Time: 2 - 4 Hour(s)
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Product
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CODE
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Price
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Order
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Solution Selling: Effectively Closing a Sale
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ng44506
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$110
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Solution Selling - Sales Training CD'sCourse Contents
Unit 1: Background Information
Duration: 0.5 - 1 Hour(s)
- List the six basic steps of the sales process.
- Identify what skill can help you close sales.
- List two steps you must complete before closing a sale.
- Simulation Overview: In this simulation, you will meet with Jack Sullivan, Icon's Vice President of Sales, to discuss effectively closing a sale. Through your
questions, you will review the basic steps of the sales process and learn the skills needed to close a sale successfully.
Unit 2: Demonstrating the Benefits
Duration: 0.5 - 1 Hour(s)
- Identify a client's key issues.
- Complete a key-issues matrix.
- Focus a product demonstration on a client's key issues.
- Simulation Overview: In this simulation, you will meet with Jessica Stone, Office Manager for Access Communications, and Paul White, Purchasing Manager for
the same company. Jessica and Paul are considering the purchase of a large quantity of modular office furniture. In an initial phone conversation with you, they
mentioned that they are interested in buying from Icon. It is your responsibility to demonstrate the benefits of Icon's office furniture by identifying and addressing their key issues.
Unit 3: Confirming Commitment
Duration: 0.5 - 1 Hour(s)
- Identify signals that a client is or is not ready to buy.
- Determine why a client is not ready to buy.
- Respond appropriately to opposition and resistance.
- Simulation Overview: In this simulation, you will meet with Monica Washington, Office Manager for Atlas Technical Products. You have traveled to Monica's office
in New York for this meeting because Monica is hesitant to commit to purchasing a large telephone system to accommodate Atlas' current two hundred employees
and any future expansion. Three days before the meeting, you sent her a packet of information in order to help her finalize her decision. You need to confirm
Monica's level of commitment to purchasing the phone system by identifying signals that she is not ready to buy and determining why she is not ready to buy.
You also need to respond appropriately to her opposition.
Unit 4: Closing the Sale and Following Up
Duration: 0.5 - 1 Hour(s)
- Ask closing questions.
- Follow up with clients
- Use guidelines when following up with clients
- List three common closing techniques
- Simulation Overview: In this simulation, you will meet with David Williamson, Purchasing Manager for Integrated Distributors. During previous phone calls with
David, you have discussed network supplies. He is interested in purchasing them, and you have traveled to San Francisco to finalize the negotiation. You will have
the opportunity to propose a limited-time offer on a comprehensive warranty program.
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