The close is a logical conclusion to an orderly sales process. We discuss the six critical elements of closing and how they impact your ability to win business. Closing can be difficult for salespeople when they have not earned the right to close. Ways for closing the Economic Buyer (the final decision maker) are reviewed and discussed. Natural closing at the end of the sales process requires proper positioning at the beginning of the process. We emphasize how closing should be a natural part of the sales process and not an awkward question or gimmick.
What is closing?
Problems from the beginning of the sales process don’t show up until the end of the sales process.
The six key elements of closing
Prospect accepts your value proposition
Uncover key, specific needs
Identify and engage the economic buyer (decision maker)
Building a consensus that accepts your solution and ability to provide it
Presenting solution overcome objections or concerns
Paint word pictures
Asking the most important question.
Identify and understand the six key elements of closing.
Understand that closing is a natural part of the process. It should not be awkward.
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.
60 minutes. $139.00 per attendee. $98 per attendee for groups of five or more.
Wednesday, December 18, 2019, at 11 AM EDT / 8 AM PDT.