Sales Cycle: Closing Strategies That Really Work

Module Objectives:

• Develop listening skills to better understand client issues.
• Follow the 3 F’s formula to resolve conflict
• Incorporate mirroring to establish trust and confidence.
• Ask open and closed-ended questions to clarify conflicts
• Use client conflict to identify additional sales opportunities.
• Use the Reframing process to defuse aggressive attitudes.

Field Work:

• Identify any areas of conflict you have encountered with three accounts.
• Prepare a 3 F’s formatted response to assist you in addressing these conflicts. Include at least 5 questions for each “F.”
• Implement these 3 F strategies with three accounts

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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