Classroom-style open training: Handling procrastinators and price negotiators
9 April 2021 @ 1:00 pm - 5:00 pm CEST
Some sales processes take a long time … too long. If you don’t close at the right moment, it often results in not getting the deal at all.
There can be many reasons why potential customers procrastinate and don’t decide. You’ve heard those reasons before: they need to consult others, they want to make a comparison, the inevitable price discussion or the ‘last-minute demand’.
There are advanced techniques that can help you to tackle the delay that often occurs at the end of the sales cycle. If you master those, in many cases you will be able to get to business faster, and sometimes get a deal that you would otherwise have lost.
Among others, in this classroom-style open training, we will discuss the following topics:
- Which ‘regular’ closing techniques are there, and why are they sometimes not sufficient?
- What can you do to speed up the decision-making process?
- How can you still influence the various people in the DMU, even if you are not able to speak to them personally?
- How do you do a final price negotiation?
- How do you deal with pretexts?
Salespeople from various companies participate in this open classroom training. By doing so, company blindness is prevented. Sparring with peers is considered a very valuable aspect of these training courses. At the end of this interactive training, you’ll get related exercises, videos and theory in the training app and can start practising immediately! This will help you to better retain the techniques and concepts and apply them automatically in real-life situations. Of course, you also participate in the monthly sales challenge. You are completely free to provide the best solution for a realistic sales situation and every month we choose a winner.
This open training in classroom-style is followed-up by the online training programme of Train ’n Gain.
The open classroom training currently runs in Dutch only in the Netherlands.
Note: the stated time is Central European (Summer) Time (CEST).