Closing Better Business!

How to resist price pressure and close more business. Presented by Graham Roberts-Phelps

This one-day training workshop presents practical and proven methods on how to improve the final qualification, progression and conversion of sales opportunities. This includes price negotiation, overcoming objections presenting and summarising your proposals, asking for the order and overcoming obstacles to gaining agreement.

Key learning points

1. Structuring and preparing for closing: knowing when and how to move into the ‘end-game’ mode.
2. Use an ‘option generator’ to simplify complex proposals, increase business value and close business faster.
3. Writing more effective sales proposal documents and quotations, plus presenting your proposal to increase buying motivation
4. How best to draw-out, understand, isolate and answer customer objections, queries and concerns;. be able to anticipate and answer questions more confidently.
5. Build more credibility and proof into your business process to reduce ‘buyer’s remorse’ and speed-up decision making using specific influence techniques
6. Smart ways to position price, emphasise value and be a strong player without being the cheapest, and resist pressure to reduce your price.
7. Qualify pipeline opportunities with more accuracy using a proven check-list. Includes use of qualification questions, sales reporting and managing a sales ‘closing’ pipeline.
8. Becoming more assertive in closing deals - practical methods of asking for agreement and closing a sale, plus, the importance of organised follow-up on the telephone.
9. Tools and techniques for closing larger or more complex sales.
10. Closing new customers – how this requires a different approach.

Main modules

1. Introduction: 10 keys to dealing with price pressure
   
   
2. Before you can close: Developing needs, building rapport and USP’s
   
   
3. Preparing for the close: Building options, identifying negotiation points and qualification
   
   
4. Gaining commitment: Moving from closing to negotiation, setting the agenda
   
   
5. Negotiating a win-win deal: Key principles of negotiation, price issues, counter-balancing, sealing the deal.

Each course features:

• Outstanding content with real substance.
• Unique and proven models
• High quality training presentation
• High degree of participation and interaction
• Advanced sales skills

For more information: contact@grahamphelps.com   Download PDF - click here