Curso - Helping clients succeed®: closing the sale®

Influence decisions to achieve win-win outcomes

  • Blended
  • Perfeccionamiento
Descarga el pdf
En aulas de Cegos, con otras empresas

1 día ( 7 horas)

Precio 1er inscrito
890 € IVA exento
2º inscrito y sucesivos
712 € IVA exento
Bonificable por asistente: 91 €

Formación para personas de mi empresa

1 día ( 7 horas)

6.080€ IVA exento
Bonificable por grupo de 10 asistentes: 910 €
(Precio para un grupo de hasta 12 personas)

Formación a medida, adaptada a mi empresa
¿Quieres desarrollar un proyecto específico para tu organización?
Un equipo de consultores está a tu disposición para ofrecerte un contenido adaptado, a medida de tus objetivos.

Compartir esta formación

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

Dirigido a:

Dirigido a:

  • Sales professionals.
  • Sales teams.

Contenido de la formación

1. 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

2. 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.

3. 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.

4. Resolve objections | (130 mins)

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

5. 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 - 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." 



Objetivos de la formación

  • 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 adicionales

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.

Fechas y ciudades

Ordenar por:

  • Estamos a la espera de formar grupo. Si estas interesado en este curso, indícanos en que mes te gustaría hacerlo. Te informaremos de las fechas.
    Contáctanos en o al teléfono +34 91 270 51 10
Curso - Helping clients succeed®: closing the sale®