Training
Provided by 123-CBT Computer Based Training
In Sales Skills: Effectively Closing a Sale, you will learn how to focus on clients' key issues when speaking to them, why product demonstrations are beneficial, and why it is important to speak with satisfied clients. You will also learn how to recognize buying signals, how to respond to resistance, and what to do if a sales meeting becomes uncomfortable. In addition, you will learn when to close during a sales call, some common closing techniques, and how to follow up with clients.
Learn To
Identify a client's key issues and complete a key-issues matrix.
Focus a product demonstration on a client's key issues.
Determine why a client is not ready to buy.
Ask closing questions.
Follow-up with clients.
Use three common closing techniques.
Audience
Individuals who want to learn appropriate approaches to closing 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 (0.5 - 1 hour)
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 (0.5 - 1 hour)
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 decis
Training Avaliability and Delivery
This is primarily online training
This is an online eLearning or CBT training program
This program may be available on CD
Contact 123-CBT Computer Based Training for more information
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