Training on Advanced Sales Techniques & Closing Strategies

Module 1: Advanced Sales Foundations

• Modern sales strategies and trends including consultative, Challenger, and SPIN models
• Understanding buyer psychology and decision making drivers
• Building value driven sales approaches that differentiate from competitors
• Exercise: Customer profiling. Create a detailed buyer persona and map their pain points, goals, and decision criteria

Module 2: Effective Prospecting & Engagement

• Lead generation and qualification using BANT (Budget, Authority, Need, Timeline)
• Consultative selling techniques and asking the right questions
• Building rapport and trust through active listening and mirroring
• Role Play: Sales conversations. Engage a prospect who says "we are happy with our current supplier" and move to a qualified opportunity

Module 3: Objection Handling Mastery

• Types of objections and root causes including price, timing, competitor, and no need
• Techniques to overcome resistance using LAER (Listen, Acknowledge, Explore, Respond) and Feel Felt Found
• Turning objections into opportunities by uncovering hidden concerns
• Workshop: Objection handling scenarios. Role play five common objections including price too high, need to think, and happy with current vendor without discounting

Module 4: Negotiation & Influencing Skills

• Principles of negotiation including BATNA, reservation price, and target price
• Persuasion and influencing techniques including reciprocity, scarcity, social proof, and authority
• Managing difficult clients using flinch, nibble, bracketing, and trade offs
• Case Study: Negotiation scenarios. The seller has a $10k target and $8k walk away price while the buyer starts at $5k. Negotiate to close above $9k

Module 5: Closing Strategies & Sales Performance

• Proven closing techniques including assumptive, alternative choice, now or never, and summary close
• Recognizing buying signals including verbal and non verbal cues
• Post sale relationship management including upselling, cross selling, and referral requests
• Capstone Exercise: Closing simulation. Complete a sales call from qualification to close including handling one objection and securing a next step or signed commitment