Closing the Sale I ~ Objection Resolution

Module Description

Building on some of the skills introduced in Optimizing Communications and Selling Skills, this course focuses specifically on the most common mistakes to avoid by Sales People - not closing the sale. Participants will learn techniques to properly plan for the close, effectively resolve objections, setting up and asking for the close and identifying and acting on buying signs.

Prerequisite

Optimizing Communications, Selling Skills I

Content

Characteristics to plan an effective close
Three step Objection resolution process
Common and difficult objections
Presentation strategies for an effective close
Customer's buying signs

Objectives

Knowledge assessment

Outline the characteristics of an effective close
Identify the three steps in an objection resolution process
Describe difference between common/difficult objections
Identify buying signs and close the sale as soon as recognized

Skills assessment

Demonstrate resolving difficult objections
Practice and implement various techniques to close sale

Evaluation

Skills demonstration appraisal

Learning Resources

Blueprinting documents
Video clips
Exercise sheets
On-line and print visuals

Instructional Modalities

Extensive practice sessions
Guided learning
Independent learning
Presentations
Skill demonstrations
Large group discussion
Small group discussion
Instructor- learner interaction
Reflective exercises
Role plays
Case studies
Workshops
Online material presentation
Online discussion