2. Overview of the workout TimeContentMethod / Person 10 minutesWelcome & objectives  Trainer led 10 minutes What is closing  Trainer led 5 minutes Dealing with the ‘fear of closing’  Trainer led 25 minutes Getting the right outcome  Trainer led  Group activity 15 minutes Closing techniques  Trainer led  Group activity 15 minutes Closing different personalities  Trainer led 5 minutes The closing process  Trainer led 10 minutesBreak 55 minutes Closing Workout  Group activity 10 minutes Cool Down Period  Trainer led

3. What is your perception of closing? Aggressive Sleazy Very salesyDishonest Are you a closer?

4. Why closing is so important

5. The Retrospective Close Why do today what you can do tomorrow?

6. The Fear of Closing We want to make a sale Consequently we are nervous Could this break the trust we have?

7. Closing is easy if you sell well Asking Q’s Discussing Solution Closing & Managing Objections Time spent in a traditional sales call A better approach Asking Q’s Discussing Solution Closing

8. Closing to a good outcome A Sale A Rejection Commitment towards a sale No commitment (but not a rejection)

9. Getting to yes - activity 1.Get into teams of 3-4 people 2.List examples of ‘No Commitments’ you get from clients / buyers 3.Decide on 1 or more approaches to transition these into ‘Commitment towards a sale’ 4.Be ready to share and discuss in 10 mins

10. Closing principles 10 Be specific Be persistent Vary your approach Ask the right person (M.A.N)

11. There are many different closing techniques Alternate Offer more than one solution On the basis they have already decided to buy “Would you prefer to meet Tuesday or Thursday?” Assumptive Act as though the person has made the decision Turn the focus to ‘what next’ “Shall I send over the contract this afternoon?” Direct (in your language that suits your character – not pushy!) Simple ‘ask’ for the business You will get a yes or no answer “Are you happy to buy 5 of these?” Trial – for use with all buyers throughout meetings/calls Agreement throughout the conversation to move forward Tests for objections or agreement – no guesswork! “ How does this sound? Is it something you’d be interested in?”

12. Determine the best closing technique Break the room into 2 teams Team A - take the 4 types of closes and list the pro’s of each ―When does it work best ―Does it work best with a certain type of person or level of authority ―Success stories / examples where it’s worked Team B looks at the con’s of each type Teams to discuss and debate ideas You have 10 minutes to prepare People buy from people they like... People buy from people like them...

13. Choose the appropriate technique C-Level (senior) Direct close – give them control to say yes/no. Get objections out asap B-Level (middle management) Direct – allows them to buy in Alternate – allows them to steer the direction & drive the process A-Level Assumptive – we need to drive the process Alternate – gives them options and makes them feel important

14. Summarise the opportunity / their needs ”So what you’re looking for is...” Summarise the benefits you offer (your solution) “We can help by...” Propose your close (‘commitment towards a sale “So shall we meet Monday or Wednesday? Get agreement on action, timeframe & responsibility “In terms of next steps, I will...” The closing process

15. Silence can be very powerful when closing

16. Agreeing actions, timeframes and responsibility Responsible: who is responsible for making this happen? Accountable: who is accountable for ensuring it happens? Consulted: who should be consulted on this? Informed: who do we need to inform on this? R A C I

17. Your experiences and track record

18. Live calls Real Closing Calls 1.Get your prepared list of clients to call 2.We will be trying to get a ‘commitment towards a sale’ on these calls 3.Break into 2 or 3 teams (of about 4 people per team) 4.1 x person makes a call; others listen then feedback 5.Take turns making calls – 45 minutes 6.Come back as a group & discuss what worked, what didn’t

19. Cool Down