Close That Sale! (Building and Closing a Sale)

Subscriber price: $105.00, Non-subscriber price: $135.00
Estimated total study time: 4 hours 51 minutes

To estimated study time you should add 2+ hours for final action plan development and evaluation. This course teaches proven steps for effective sales, with video role play, personalization exercises, and coaching options. Concludes with a personal action plan oriented to one's particular sales situation and needed growth areas.

With this training you will:

Learn New Techniques for Developing Prospects
Alleviate Fear of Closing a Sale
Deal Effectively with Negatives and Objections
Learn About the Consultive Sales Process
Communicate Confidently with Your Sales Prospects

Build Rapport: Part I

Building rapport and trust with your prospects is an essential part of the consultive sales process. This is the first of two lessons covering the topic.

(Estimated study time: 50 minutes)

Introduction
Closing: An Essential Part of the Selling Process
Closing: A Quick Check
Rapport=Trust
Pre-Interview Trust Builders
- Dress for Success
  - Four Easy Steps to Creating a New Wardrobe
    - Your Wardrobe Must-Haves
- Soften to Build Trust
- The Time Factor—Being Punctual Builds Trust
  - Benefits to Being on Time

Build Rapport: Part II

In this lesson, you will continue your study of ways to build rapport and trust with your prospects, through the use of verbal and non-verbal communication.

(Estimated study time: 52 minutes)

Introduction
Communication Techniques that Build Trust
- Nonverbal Communication Quick Check
Opportunity: A Favorable Juncture of Circumstances
- Shake Your Prospect's Hand and Smile Warmly
- Use First Names
- Ask Open-Ended Personal Questions
- Use Right Eye Contact to Build Trust
- Be Other-Centered
- Ask Light Probing Questions
Finding Something in Common Is a Myth

Gather Information: Part I

As you work through this lesson, you will learn ways to discover what your prospect really wants and needs, and how to raise the prospect's interest in what you have to offer.

(Estimated study time: 38 minutes)

Introduction
An Ethical Approach to Closing Success
- Uncovering Prospects' Needs
  - Uncovering Hidden Motivations
  - Ask a Provocative Question
- To Obtain the Key to Fort Knox, Use a Take-Away Transition
- Avoid the Product or Service Trap
  - Remain in Control

Gather Information: Part II

This lesson covers two more techniques for gathering needed information from your prospect: using in-depth questioning and dealing with negatives.

(Estimated study time: 41 minutes)

Introduction
Ask In-Depth, Probing Questions
- Producing Profitable Interactions
  - Ask Open-Ended Questions
  - Phrase Questions Carefully
  - Rephrase and Redirect to Maintain Control
  - Deal with Negatives Head-On
    - Never Make Negative Comments about Your Competition
  - Use the Most Powerful Principle in Communication

Demonstrate the Product: Part I

In this lesson, learn how to demonstrate the right features and benefits to best match what you have learned about the prospect's situation and needs.

(Estimated study time: 40 minutes)

Introduction
The Demonstration Phase of Closing
- The Five Elements of Closing Demonstrations
- The Winning Solution
Appeal to Your Prospect's Emotions
- Three Important Rules
- Give Intellectual Proofs
  - Product Knowledge
  - Retrieving Information
- Use Visual Aids

Demonstrate the Product: Part II

In this lesson, you will learn how to find out how the prospect feels about your demonstration by asking trial closing questions, answering objections, and beginning the close.

(Estimated study time: 31 minutes)

Introduction
Ask Trial Closing Questions
Answer Objections
Beginning the Close

Complete the Sale

In this lesson, you will learn more ways to bring the sale to a satisfactory conclusion.

(Estimated study time: 34 minutes)

Introduction
Closing Is a Process
- Finalizing Your Sale
  - Be Human
  - What Not to Do
- Recognizing Buying Signals
  - Objection are Often Buying Signals
- Create a Sense of Urgency
- Just Ask!
  - Step One: Build Rapport.
  - Step Two: Capture Attention with In-Depth Questions.
  - Step Three: Ask Open-Ended Questions.
  - Step Four: Use Demonstrations That Close.
  - Step Five: Meet Objections Head-On.
  - Step Six: Ask for the Sale.
  - Summary

The Action Plan: Closing Sales

This final session of Close That Sale consists of a personal action plan to be developed and then pursued following course completion. It provides an opportunity to apply what has been learned to one's particular job assignment as a sales professional. As an option, the action plan may be made subject to evaluation and acceptance by another designated person. A post-training progress evaluation may also be scheduled.

(Estimated study time: 5 minutes)

Introduction
Evaluated Exercise