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Objectives
 Techniques to revitalize on body and layout closing
Acquire reflexes to manage your sale closing.
Concerned people
Sales persons
Knowledge required
Communication abilities
Duration
1 day, possible to be individually coached
Pedagogy
Very pragmatic tools and playful pedagogy
Experience shared with the participants
Practice :
Case study (from the participants or suggested)
Simulations
Self-evaluation form and improvement plan |
Know-How acquired - Programme
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Conclude flawlessly appointments and sales |
 Know what is slowing down decisions
Conclusion strategies
Be compliant with the sales actions plan
What to commit: Ideally or back-up plan.
Closing techniques :
Conclusion possibility?
Agreement? (Closing heart)
Why (win-lost)?
Ice breaking
Conclusion possibility ?
Detect the right time to close :
1st caution : non verbal signals
2nd caution : Joker sentence!
For each technique below:
Presentation of the method, practice with role-plays.
Advantages and limits for each method
8 closing techniques
« Direct »
« Do as if »
« Emergency »
« Deferred order »
« Opportunity »
« Alternative »
« Minor choice »
« Return on investment »
Why ?
Know anytime possible the (non) choice reason.
How to flawlessly ask this question ?
Ice breaking
How to secure the closing?
Example: reassurance, friendly discussion, etc. |
