Length: 1 day

Description: Set the stage for an easy and effective closing transaction every time. Learn techniques to build rapport with your prospects and guide them to a successful close. Address questions and objections with confidence. Strike the right balance between listening and speaking. Tailor your sales demonstrations to each client.

Table Of Contents:
Part 1: Building Rapport
Closing: An Essential Chapter of the Selling Process
Rapport = Trust
Pre-Interview Trust Builders
Communication Techniques That Build Trust
Opportunity: A Favorable Juncture of Circumstances
Finding Something in Common Is a Myth

Part 2: An Ethical Approach to Closing Success
Uncovering Prospects’ Needs
Ask a Provocative Question
To Obtain the Keys to Fort Knox, Use a Take-Away Transition
Avoid the Product or Service Trap

Part 3: Ask In-Depth, Probing Questions
Producing Profitable Interactions
1. Ask Open-Ended Questions
2. Phrase Questions Carefully
3. Rephrase and Redirect to Maintain Control
4. Deal with Negatives Head-On
5. Use the Most Powerful Principle in Communications

Part 4: Demonstrations That Close
The Demonstration Phase of Closing
Appeal to Your Prospect’s Emotions
Three Important Rules
Give Intellectual Proof
Ask Trial Closing Questions
Answer Objections as Questions, Not as a Roadblock to Your Sale!
Beginning the Close

Part 5: Closing Is a Process
Finalizing Your Sale
Recognizing Buying Signals
Create a Sense of Urgency
Just Ask!
Summary
Additional Reading