A 90 min module on Sales Closing Techniques

Sales Training has always been in vogue and the most vogue of the lot is a 2 hours module. In this 90min module, I'm sharing an outline on how to conduct a session on Closing. You can fine tune this module based on your requirement and even change topics as per need.

I. Introduction (10 minutes)

• Introduce the topic of the training program and its objectives
• Explain the importance of closing a sale and its impact on the business

II. Understanding the Sales Process (20 minutes)

In some cases, organization may not have a defined Sales Process. Hence, it is important that you create and identify a process that should be implemented across the organization.

• Briefly explain the steps of the sales process
• Emphasize the importance of building rapport and trust with the customer
• Highlight the need to understand the customer's needs and preferences

III. Types of Closing Techniques (30 minutes)

Since this module is focused on Closing, we assume that the sales team is aware of Opening, Demo & Objection Handling techniques. If not, revisit the same before venturing into closing.

• Introduce different types of closing techniques (e.g., assumptive, alternative, urgency, etc.)
• Explain the purpose and benefits of each technique
• Provide examples of how each technique can be used effectively

IV. Overcoming Objections (20 minutes)

Closing related objections are different from objections you receive during the opening of a call or during a demo. At this stage, the objections would be mostly around price or specific product parameters.

• Discuss common objections that salespeople face
• Provide strategies for addressing and overcoming objections
• Highlight the importance of active listening and empathy in responding to objections

V. Preparing for Closing (20 minutes)

• Explain the importance of being prepared to close the sale
• Provide tips for assessing the customer's readiness to buy
• Discuss the importance of having a clear call-to-action

VI. Role-Playing Exercises (30 minutes)

• Divide participants into pairs
• Assign one person to play the salesperson and the other to play the customer
• Provide scenarios for participants to practice using closing techniques and overcoming objections

VII. Closing Strategies in Action (10 minutes)

• Provide examples of real-life situations where closing techniques were used effectively
• Emphasize the importance of adapting strategies to fit different situations and customer types

VIII. Conclusion (10 minutes)

• Summarize the key points covered in the training program
• Reinforce the importance of effective closing in driving business success.