Sales Skills: Effectively Closing a Sale

Audience

Individuals who want to learn appropriate approaches to closing sales.

Objective

• Identify a client's key issues and complete a keyissues matrix.
• Focus a product demonstration on a client's key issues.
• Determine why a client is not ready to buy.
• Ask closing questions.
• Followup with clients.
• Use three common closing techniques.

Topics Include

Unit 1: Background Information

• List the six basic steps of the sales process.
• Identify what skill can help you close sales.
• List two steps you must complete before closing a sale.
• Simulation Overview:
• In this simulation you will meet with Jack Sullivan Icon's Vice President of Sales to discuss effectively closing a sale. Through your questions you will review the basic steps of the sales process and learn the skills needed to close a sale successfully.

Unit 2: Demonstrating the Benefits

• Identify a client's key issues.
• Complete a key-issues matrix.
• Focus a product demonstration on a client's key issues.
• Simulation Overview:
• In this simulation you will meet with Jessica Stone Office Manager for Access Communications and Paul White Purchasing Manager for the same company. Jessica and Paul are considering the purchase of a large quantity of modular office furniture. In an initial phone conversation with you they mentioned that they are interested in buying from Icon. It is your responsibility to demonstrate the benefits of Icon's office furniture by identifying and addressing their key issues.

Unit 3: Confirming Commitment

• Identify signals that a client is or is not ready to buy.
• Determine why a client is not ready to buy.
• Respond appropriately to opposition and resistance.
• Simulation Overview:
• In this simulation you will meet with Monica Washington Office Manager for Atlas Technical Products. You have traveled to Monica's office in New York for this meeting because Monica is hesitant to commit to purchasing a large telephone system to accommodate Atlas' current two hundred employees and any future expansion. Three days before the meeting you sent her a packet of information in order to help her finalize her decision. You need to confirm Monica's level of commitment to purchasing the phone system by identifying signals that she is not ready to buy and determining why she is not ready to buy. You also need to respond appropriately to her opposition.

Unit 4: Closing the Sale and Following Up

• Ask closing questions.
• Follow up with clients
• Use guidelines when following up with clients
• List three common closing techniques
• Simulation Overview:
• In this simulation you will meet with David Williamson Purchasing Manager for Integrated Distributors. During previous phone calls with David you have discussed network supplies. He is interested in purchasing them and you have traveled to San Francisco to finalize the negotiation. You will have the opportunity to propose a limited-time offer on a comprehensive warranty program.

Duration

4

Minimum Requirements

The CDROM version of this course requires:

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).
• At least a double speed CDROM drive.
• An MPC compliant sound card with attached speakers or headphones is recommended (Currently only the CDROM version supports audio).

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM and 22MB available hard disk space or file server space.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).

Media

CDROM
Web Based Training