Closing on the day

Session one – Spot the difference!  

The actors perform a scenario twice once where there are subtle mistakes and missed opportunities and then a perfect example of closing on the day. Participants watch both scenes and then spend time discussing in their smaller teams what the key differences are. They present back their ideas and from this session we can start to remind them of the key areas to be aware of when closing such as:- 

• 	Gauging the level of interest
  	

• 	Tips for closing on the day
  	

• 	The ABC of closing
  	

• 	SMART
  	

• 	Using closing questions
  	

• 	Dealing with blocks
  	

• 	Recognising blocks and resistance and overcoming them
  	

• 	Negotiation tactics
  	

 Session Two – Blocks and answers 

Participants are asked to brainstorm the key blocks they encounter when closing and then look at possible answers and ways to close on the day or if this is definitely not possible they will look at what would be the very next BEST step forward. They will also be reminded of the objection handling model as a way to create the most positive environment for the customer to listen and agree. Using the actors we will run a quick fire session where they have to deal with different blocks and personalities so they can perfect dealing with all the resistance. They will be provided with a laminate handout with the key blocks and answers. 

 Getting to the WOW! Close 

Participants will be introduced to the different ways to close and these will be demonstrated by the actors. They will then be put into 2 teams for a competitive exercise where they watch several small scenarios and have to decide if the rep does a bad, neutral or wow close. Points will be awarded for guessing correctly. Each team then have to pick one neutral and one bad close to redo and turn it into a wow. 

Personality counts – (adapting your style and close to match the personality type) 

Participants do some work on understanding their own style and how this impacts on the customer, using a questionnaire and a series of interactive exercises. The actors will demonstrate how these traits make a difference when closing and how a shift in language or in communication techniques can make all the difference. 

 Role Play practice sessions 

Split into two teams with an actor, participants work on 2 separate case studies with buyers demonstrating different personalities. They then swap so they get a chance to try both situations. We end with a final case study involving 2 buyers watched by the whole group. 

 Final evaluation and self reflection 

An opportunity for final feedback and observations and some commitment to implementing the ideas from the day 

 Follow up 

A series of emails with tips and exercises will be sent out over a three month period to all participants and managers to refresh the key points of the training. 

 Reports 

Turning point can produce reports that can help managers with coaching and on the job development.