& CLOSING SALES
A SALES COMMUNICATION LEARNING PROGRAMME AVAILABLE FACE-TO-FACE, VIRTUALLY OR AS AN E-LEARNING
Available as a consultancy service where we create your customer objection answer book for you!
If people like you, they’ll listen
to you. But if they trust you,
they’ll buy from you.
– Zig Ziglar
Why do this?
Imagine that you go into a shop, with your hard-earned cash in your pocket, to buy an expensive new TV.
If the salesperson is good, he’s going to show an interest in you, make you feel at home, show you his products and try to sell you on their benefits.
But if you’re seriously thinking of parting with your cash, you’re going to have questions – lots of them! These are your objections, and if the salesperson can’t answer them to your satisfaction, then he won’t be closing the sale.
The situation is no different when you face your prospective customers. Their heads are filled with doubts – about past mistakes, beliefs, bad press, how they feel, their level of knowledge … the list is potentially endless.
Good salespeople close the sale by engaging with their prospective customer’s objections head on and answering them.
The greatest salespeople take a step further, they anticipate their customer’s objections before they ask and even answer the objections which their prospect hadn’t even thought about.
If you don’t know how to do this, then whether or not you close will always be a game of chance.
STOP LOOKING LIKE AN INSINCERE
AND UNTRUSTWORTHY SALESPEOPLE
BY USING YOUR CUSTOMERS OWN DOUBTS ABOUT YOUR OFFER TO PROVE YOUR HONESTY, OPENNESS AND RELIABILITY
What are the benefits?
You will start by learning how to research your prospective customer’s problems and desired solutions so that you can tailor your sales offer and its value add-ons to make it as attractive as possible for them; thus minimizing their objections and increasing your deal closing speed.
You will master robust psychology techniques for accurately recognizing the persuasive soft spots of your prospective customers; effectively answering objections; and proving your offer’s benefits.
Furthermore, you will learn how to move into the closing phase of the sales cycle quicker and in a way which increases your chances of success.
This is a fun, practical and engaging 2-day technical communication workshop backed up with robust theories from psychology, cross-cultural theory and organisational communication theory which contains both real-life case studies and role-play exercises which will replicate the exact challenges you will face on the job.
- Our unique Customer Core Desire research tool for quickly and accurately collecting data on your customer’s problems, desired solutions as well as their current objections and benefits to your offer
- Leveraging the 3 Universal Objection Types so that you can accurately define all of the objections which will stop potential customers from buying from you
- Using the 6 Universal Proof Types so that you can create the strongest possible answers to your customers’ objections and quickly move on to selling the benefits of your offer
- Applying the 6 Universal Principles of Persuasion to get your stakeholders to agree with you and move them towards the close of the deal by touching their subconscious soft spots
- The best techniques for making your sale one of the top 3 items on your prospective customer’s to-do list so you can get control of the sale and quickly lead them to a successful close
This is a practical and engaging workshop backed up by robust theories from psychology and communication theory and with role-play exercises replicating the exact challenges you will face on the job.
Become a trusted advisor to your customers
by anticipating, addressing and answering all of their objections to make them eager to close the sale with you
I expected the EMPOWERED AUDIT REPORTS workshop to be a very dry and theoretical course with instructions on how we write reports in Vodafone.
But to tell you the truth, I came home and I said to my wife: “Susan, today I’ve had the most amazing training I’ve ever had!” – and I’ve had some great training!
The training was fantastic – the difference being that the trainer really knew how to bring the message across. The training was very interactive. It not only taught me how to write in the most efficient and professional way but also how to make a powerful connection with the reader.
All in all, we not only learnt how to write reports, but we also learnt how to communicate effectively which I think is the key. That was the real added value of this course.
Senior Internal Auditor
As a training experience, EMPOWERED FINANCIAL REPORTS took our attention from the very start – not just me, but the whole group.
People were saying: “Wow! It’s 9 o’clock on the day of the first session and we have already defined exactly what the key problem is with our report writing.”
I would definitely recommend this financial report writing training. It’s not just about the books and the materials, but it’s important to learn things that you will remember at work and know how to use.
I immediately applied what I learnt from the training into my real business life. The expertise of the trainer and how the training was delivered was the key to success here. What is delivered is important, but how it was delivered was what I would also like to recommend. In this sense, it was better than 99% of the training I have had till now.
Corporate Business Account Manager
The reason why I chose this training is because I’m writing emails every day – thousands of them! I’ve been trying to handle this volume of writing in the best way possible using some templates which I’ve created, but I wanted to gain more power and control over my word choice.
The training was long enough, and the content was very rich. Also, the Self-Study Tasks and Toolkit were all real lifesavers. I would definitely recommend TOTAL WORD POWER to everybody. After the training, I said to myself, “I wish I’d had this beforehand. So I advise all HR professionals to offer this to the employees in their companies; especially as early as possible in their careers.
What’s more, the TOTAL WORD POWER trainer, Andy Kovacs, was brilliant. He knew how to put the right focus on the training topics and how to keep attention high throughout. He gave the right amount of information, and his performance was meticulous and very impressive. It was a great experience – interesting, engaging and interactive!
Deputy Head of Internal Audit
I think that the topic of report writing is absolutely crucial and, to be honest, I thought that it could not be taught. Writing skills are learnt through on-the-job experience and they are not an easy skill to acquire. EMPOWERED AUDIT REPORTS completely changed my opinion on this and now I’m spending all of my effort to use all of the writing techniques that I learnt.
How to make your sentences shorter; how to get rid of unclear sentences which can confuse the reader; eliminating jargon and terminology; and how to be more economic in the report – these were the most important report writing lessons which I learnt from the course.
But this training offered so much more than just report writing techniques. We learnt so much about the wider subject of effective communication.It’s essential to understand what your stakeholders want to see in your report and to fulfill these objectives. This is a big part of our mission and the course really helped me with this.
I loved that it was so interactive. You have theory and then you have direct participation, so we put what we had learnt straight into practice.
What I also really loved was the trainer’s exceptional presentation techniques. Just attending the training has taught me so much about how to present and how to build up my message logically and make it get through to my audience.
I immediately recommended this training to my line manager, Guido, and to our Country Head. I told them: “You must participate in this training because I’m now going to be using these great report writing techniques which you’re not even aware of.”
Compliance & Antibribery Manager
In my job, I generally communicate with people by writing emails – and it’s really important that the information which I give is short, clear and well-explained. However, when I choose words in English, my explanations often get long.
TOTAL WORD POWER helped me to solve this. I learnt how to choose the right words – professional and sophisticated words – so my emails have become more economic and the writing process has become faster and more efficient. So I’m doing my job so much faster than before.
The delivery of TOTAL WORD POWER was very clear and detailed. Also, it was very visually engaging, so this helped to keep my interest throughout the 2 Live Learning Webinars. It was very practical and it was very interesting.
I would definitely recommend TOTAL WORD POWER to anybody who needs to write lots of emails in English in their job.
Customer Services Country Manager
Bespoke communication learning programmes
to take your performance to the ultimate level
How can you join?
How do we work?
We have a comprehensive catalogue of bespoke learning programmes to help busy professionals master their leadership communication and technical communication. In addition, we offering fast-track options for non-native communication development for global professionals who do not speak English as their mother-tongue.
All of our programmes are supported by the latest insights from adult learner theory and the 70:20:10 model.
What is more, our programmes are delivered by expert consultants who are thought-leaders in their fields and possess a wealth of experience in both the business environment and formal learning settings.
All of which guarantees maximum ROI for your organisation.