Overview

Topics Covered

• What is closing?
• Problems from the beginning of the sales process don't show up until the end
• The six critical elements of closing
  1. Uncover and agree on essential and specific needs
  2. Prospect accepts your value proposition
  3. Identify and engage the economic buyer (decision maker)
  4. Building a consensus that accepts your solution and ability to provide it
  5. Presenting solutions to overcome objections or concerns
  6. Paint word pictures
• Asking the most important question.

Learning Objectives

• Identify and understand the six critical 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.

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