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As obvious as the need to close a sale is - the path to it is often circuitous.  Common difficulties that sales people encounter in this process is moving to close too soon, or taking much too long to get there.  The object is to have the prospect move themselves closer to the decision with you serving as the guide, not necessarily the leader.  As with our other sales courses, we concentrate here on understand buyer motivation, language, signals and concerns. In particular, we look at closing as a series of small closes that build to the final one - with the prospect already conditioned to make that last "yes" easily. 

Topics covered include:

• Moving from generic to specific buying signals

• Gauging timing - no close before its time

• Identifying the multiple closes in every sale

• Setting it up - key attributes to closing

• From Hopeful Response to Truth Telling

• Using Tone to Neutralize Questions

• Adaptable Closing Questions

Who should attend:

Inside Sales Representatives
Field Sales Representatives
Sales Managers
Business Development Managers

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