Sales Training Course: Boosting Sales and Closing the Deal

Public Sales Negotiation Training

(Click here for Tailored Sales Negotiation Training)

In this one day public course we explore the crucial elements of successful sales negotiations, everything you need to know to help boost your sales and confidence.

Sales Training courses are run by: Julie Wales

Click here for our Building Business Relationships Course - Business Selling and Pitching Course - Influencing and Negotiating Skills Course - Writing Winning Tenders Course - Presentation Skills Training Course

We explore a variety of ways to help you to feel best equipped to secure even the trickiest of sales.

From finding the most do-able ways to seal the deal, you also get to practice remaining on the front foot when faced by those predictable and unpredictable characters, or in situations designed to unsettle.

Sales Training Course Objectives

* To understand your sales style and why it works
* To become more effective at 'Closing the Deal'
* To explore the key stages of successful Sales Negotiations
* To unpick crucial elements of preparation
* To practice developing strong client relationships
* To 'hear' the clients expressed wants
* To uncover the clients perceived needs
* To understand how to achieve constructive wins
* To practice holding the 'bottom line'
* To have further options in tricky negotiations
* To have fun

To be successful in sales negotiations means being confident and aware of how your style works and where it may not. Crucially, it means knowing what to do when things seem to be going 'off piste' and staying conscious during the crucial elements and stages of the negotiation process.

Closing the Deal Course Programme

The course content may include many of the exercises listed below, and any additional material that we feel would be relevant to our delegates on the day.

Our focus is everything you tell us you want to know about ways to boost your sales:

First Principles

We define what 'closing the deal' means to you, together with all the other sales jargon that gets thrown around to mystify the whole process.

Knowing your Hand

We know sometimes 'closing the deal' can be effortless, while at other times it's uphill from the word go. We will explore with everyone how they can be their most effective, whoever the client they face.

Identifying our Own Worst Enemy

How do you shoot yourselves in the foot without knowing it? We will consider all those 'other factors' that may contribute to your success (or lack of it) in boosting sales and closing the deal.

Stages of the Process

We think we can boil successful sales negotiations right down to their very simple core stages. We're looking for memorable and easy ways to help you to plan most effectively for your next sales negotiations.

Key Factors

What are they? How do they play through every sales negotiation? What can you do when the pendulum isn't swinging your way? Distilling the essence of the key stages and the golden factors, our delegates get to play and practice for the rest of the day.

According to expressed wants and perceived needs (and we look at those two concepts throughout the sales process) we will explore some of the following:

Golden Prep

What should it include? Whether pre-empting undercurrents or acknowledging your unique USPs (as well as those of your company, products or services), we will make explicit everything that helps you to prepare for a successful sales pitch.

From here, there's bucket loads we will share together here – including affirming all and sharing the stuff everyone knows already.

Flying Starts (and smooth endings)

From the first time you meet, to the next time you communicate – what could you do to ensure they get the impression you want them to have?

Building Bridges

How do you do this already? Out of the playfulness of this exercise, each person will certainly find a few more useful ideas to add to their sales negotiation toolkit.

Funnelling or Tunnelling

We might start by looking at what not to do! From here we'll practice ways to funnel for vital information and insights – a means of carefully capturing expressed wants and reading and clarifying perceived needs.

Matching and Mirroring

How can you match and link or mirror what your clients or customers need - whether to offer them pleasure or help them to avoid pain. We'll have a play at how easy it can be.

Closing the Deal

What has to happen to successfully 'Close the Deal'? We offer six different ways to deal with negotiating around those sticking points.

1. Spotting the Tactics
2. Reflecting
3. Alignment
4. Bridge Building
5. Hypotheticals
6. Finesse

Nuggets and Next Steps

Distilling a glossary of our most helpful phrases and incorporating everyone’s best advice means that you will get a second chance to capture your most useful insights of the day.

Seals of Approval

To end the day on a real high, we ask everyone to identify their existing strengths – those things they can turn the heat up on. Affirmations of things that work already about each person as sales negotiators (or future ones).

Not Quite all Folks...

We always invite our delegates to keep in touch and let us know how their next sales negotiations go and if there is anything else we can help them with to help them 'close the deal'.

As far as our bottom line is concerned we always aim to keep the door open.

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