Curso Helping clients succeed®: closing the sale®

Influence decisions to achieve win-win outcomes Novedad

  • Curso Blended
  • Objetivo: Perfeccionamiento

Research from CSO Insights showed that only one out of six sales presentations had greater than a 50/50 chance of resulting in a sale. Why is that?

After more than a decade of working with sales professionals all over the world, we have observed that there are two common mistakes that keep many sales professionals from winning more deals:

  • They present to open, rather than to close.
  • Their presentations are information rich and decision poor.

 

Helping Clients Succeed: Closing The Sale is designed to help sales leaders and their teams close more sales by applying the mindsets and skillsets of the world's top performers.

Helping Clients Succeed Path | Franklyn Covey Sales Performances Cegos

FranklinCovey es partner exclusivo del Grupo Cegos en EspañaCursos FranklinCovey | Cegos Formación y Desarrollo

Programa de la formación

The closing zone | (75 mins)

  • Carefully organize each client call to influence and benefit the client's decision-making process.
  • Begin narrowing decisions that lead to the final business decision.
    Readiness assessment

Identify the end in mind decision | (55 mins)

  • Determine the one decision the client needs to make at the end of the meeting.
  • Ensure that the decision is client-centric, is singular, and that "no" is an acceptable answer.

Address client key beliefs | (40 mins)

  • Demonstrate the ability to validate the client's key beliefs to their satisfaction.
  • Develop proof points that enable the End in Mind Decision.

Resolve objections | (130 mins)

  • View objections as an opportunity rather than a threat.
  • Apply a predictable, 3-part approach to resolving objections.
    Practice cards

Prepare the conditions for good decision making | (70 mins)

  • Develop a plan for how to influence the conditions for good decisionmaking before each client meeting.
  • Focus on achieving win-win outcomes.
  • Prepare a powerful open and close for each client meeting.
    Closing call plan
    12-week playbook
    Implemetation videos

 

12-WEEK IMPLEMENTATION PLAYBOOK

12-week implementation playbook - Filling the pipeline | Cegos Franklincovey

  • Each week, for 12 weeks, participants implement the
    principles they learned in the work session.
  • Participants are held accountable through regularly
    scheduled report backs to their sales leaders or coach

 

 


"Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction." 

RANDY ILLIG, CO-AUTHOR, LET'S GET REAL OR LET'S NOT PLAY

A quién va dirigida

  • Sales professionals.
  • Sales teams.

Objetivos

  • Sell with the intent to achieve win-win outcomes.
  • Skillfully prepare and create the conditions for good decisionmaking in every client meeting.
  • Spend less time talking at the client, and more time discussing with the client those decisions that will best serve the client's needs.
  • Follow a simple, reliable process for good decision-making.

Beneficios

With the right advocacy skills, you demonstrate more effectively how your solution will help your client get what they want and need. In this program you will learn how to win deals more consistently by applying the skillsets of top performers.

Participant Kit - Filling the pipeline | Cegos Franklincovey

  • Participant Guidebook.
  • 12-Week Implementation Playbook.
  • USB Flash Drive Wit.
  • implementation videos and tools.
  • Call Plan Pad.
  • Quick Reference and Yellow Lights Cards.
Duración: 1 día (7 horas )
+ Actividad a distancia
Referencia: 20A18
En aulas de Cegos, con otras empresas

Precio 1er inscrito
890 € exento de IVA

2º inscrito y sucesivos
712 € exento de IVA
(para la misma edición)
más información
Horario del curso: Primer día: 09:30 -18:00
Bonificable por asistente:91 €
Grupo medio de 8 a 12 participantes
El precio del curso incluye: Los coffee breaks de las pausas, los almuerzos en común con los participantes, la documentación, los ejercicios, el material del curso así como el certificado de formación.
Con las personas de tu empresas
Duración: 1 día (7 horas )
+ Actividad a distancia
Referencia: 20A18
In-Company:6.900 € exento de IVA
Precio para grupo de hasta 12 personas* ¿Qué incluye el precio in-company?
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