How to close sales successfully

Aimed at

The course is aimed at consultants, sales people, advisors who want to increase their success rate in B2B sales

Learning

After this course, you will be able to:

Manage a buying process that increases your chances of success
Position yourself as a salesperson who adds value and, thus, differentiate yourself from the competition
Understand the key elements that impact on closing the sale
Influence the buyer to make him decide to change the status quo
Obtain the background information needed to make a winning proposal
Identify and manage barriers to closing a sale
Obtain the internal consensus needed to support your proposal

Methodology

In the first phase of the course you will discover that closing the sale is not the final stage of the sales process, but is present from the moment you pick up the phone to call your prospective client for the first time. You will learn about each of the 8 milestones you need to meet in order to succeed.

As training, you will have two challenges: to get an HR manager to purchase your courses and to get a school principal to decide to purchase your educational platform. You will use an innovative interactive simulator with artificial intelligence.

Thanks to this methodology, you will quickly internalise the behaviours that will make it easier for you to close sales.

Skills to be acquired

Create connection

You will be able to connect emotionally with the candidate

Focus on the other person

You will ask relevant questions that will allow you to understand the candidate's situation and needs

Persuasive argumentation and ability to generate value

You will master the principles of influence and persuasion, making your candidate trust what you tell them

Control of the process

You will meet all the milestones of the closing of the sale and ensure the prospective client understands the value of each one

Managing doubts and objections

You will know the prospective client's fears and resolve them in a professional manner

Content

1. Your prospective client only wants conversations that add value
2. Prepare for the sale
3. These pre-sales actions will improve your sales ratio
4. You must train these 4 skills
5. How do we buy?
6. The importance of connecting emotionally with your prospective client
7. Master these principles of influence
8. The 8 milestones you must overcome
9. You have to exchange their time for your value
10. Milestone 1: get the process off to a good start, engage with your prospective client

You have to exchange value for time
Know the triggers that open doors for you
Some tips to improve your effectiveness in the process of prospection

11. Milestone 2: Know your candidate's needs and ambitions and create a reason for change

You face two types of buyers
The status quo is your main enemy
Generating interest is not enough. You must create a reason to change
Does my candidate want to change?
How do I know whether or not what is in front of me is a real opportunity?
The importance of being able to connect with your prospective client

12. Milestone 3: jointly building the value proposition
13. Milestone 4: create the necessary consensus

Identify the consensus group for your project
Create the necessary consensus

14. Milestone 5: ensure availability of time and budget and know the authority over the decision
15. Milestone 6: review the proposal before submitting it
16. Milestone 7: identify and resolve all doubts
17. Milestone 8: close the sale