Closing Complex Sales
How to close those sales proposals now!
Sales Myth No 3 - "Buyers really like sales people who don't put them under pressure to make a buying decision"
How long have those outstanding proposals been on the sales funnel and not been closed?
We will give delegates a new approach in how to raise the priority of the proposition. We will also show them how to explore what has happened since the initial proposal was submitted and what has changed the urgency of the customer or prospect saying YES. How can we promote the business and in particular the economic benefits to a point where the buyer in excited about the impact our proposition will have on their business?
Work through what may have changed the impact on the ability to close the sale. Have a variety of techniques to identify the strengths and limitations of the proposal. Analyse and influence the decision maker's perceptions of the proposal. Have a range of tried and tested ways of getting the Economic Buying Influence to say YES.
Who should attend this?
- Account managers who close complex proposals
- Sales staff who have difficulty in closing proposals
- Anyone who sells in an environment where the conversion process is lengthy
- Anyone who needs to improve his or her closing techniques
Duration: 1 day/2 days
Can be extended to include role rehearsals using videoed playback with feedback and constructive critique.