Course Description
Participants will learn how to set the stage for an easy and effective closing transaction. They will
learn techniques to build rapport with prospects and guide them to a successful close, how to address
questions and objections with confidence, and how to strike the right balance between listening and
speaking.

Course Outline
Part 1: Building Rapport
Closing: An Essential Chapter of the Selling Process
Rapport = Trust
Pre-Interview Trust Builders
Communication Techniques That Build Trust
Opportunity: A Favorable Juncture of Circumstances
Finding Something in Common Is a Myth
Part 2: An Ethical Approach to Closing Success
Uncovering Prospects’ Needs
Ask a Provocative Question
To Obtain the Keys to Fort Knox, Use a Take-Away Transition
Avoid the Product or Service Trap
Part 3: Ask In-Depth, Probing Questions
Producing Profitable Interactions
1. Ask Open-Ended Questions
2. Phrase Questions Carefully
3. Rephrase and Redirect to Maintain Control
4. Deal with Negatives Head-On
5. Use the Most Powerful Principle in Communications
Part 4: Demonstrations That Close
The Demonstration Phase of Closing
Appeal to Your Prospect’s Emotions
Three Important Rules
Give Intellectual Proof
Ask Trial Closing Questions
Answer Objections as Questions, Not as a Roadblock to Your Sale!
Beginning the Close
Part 5: Closing Is a Process
Finalizing Your Sale
Recognizing Buying Signals
Create a Sense of Urgency
Just Ask!
Action Planning

Total Workshop Hours
6

Delivery Mode Options
∞ One 6-hour day: E.g., 9 AM – 12 Noon; 1- 4 PM; or,
∞ Two separate days of three-hour blocks each day: E.g., Mon. 9 AM -12; Wed. 9 AM – 12.

Cost
$700 for workshop (not per participant)
$20 per participant for text.
E.g., total costs with 10 participants:

Workshop
$700

Materials
$200

Total Costs
$900 ($90 per participant)