Sales Training: Secrets of a Master Closer - Part 2

Name: Sales Training: Secrets of a Master Closer - Part 2
Rating: 4.5 (26 reviews)

Learn how to close more sales using proven skills and techniques. Become a master closer and boost your income.

Created byMike Kaplan

Last updated 4/2016

English

What you'll learn

Gain the knowledge and skills to be a Master Closer.
Learn how to create closing opportunities at will.
Learn how and when to close.
Learn precise formulas to overcome any objection and turn them into new closing opportunities.

Course content

5 sections • 17 lectures • 1h 14m total length

Video9:53
How to Create Opportunities to Close
The Closer creates closing opportunities with his presentation by getting a series of smaller agreements from the prospect regarding the solution he is selling. He gets the prospect to agree that the features and benefits of his product or service will help solve the prospect’s problems or desires found during Step 3 of the 8-Step road map. This series of agreements form a yes-pattern and builds interest in the product or service.

In this lecture you will learn how to expertly build a yes-pattern with your prospect, and in turn creating opportunities to close.
Text0:24
How to Create Opportunities to Close

The Closer creates closing opportunities with his presentation by getting a series of smaller agreements from the prospect regarding the solution he is selling. He gets the prospect to agree that the features and benefits of his product or service will help solve the prospect’s problems or desires found during Step 3 of the 8-Step road map. This series of agreements form a yes-pattern and builds interest in the product or service.

In this lecture you will learn how to expertly build a yes-pattern with your prospect, and in turn creating opportunities to close.
Quiz
Exercises0:42

Video11:39
How to Close

The Closer has been making minor closes throughout the sales process starting with the Introduction step. The whole process of selling is a series of closes ending with one final close.
The final close occurs and the selling process is complete when the prospect agrees to purchase the Closer’s product or service and arranges payment.

There are actually two separate closes that take place on this step:

1.Prospect closed on wanting the product or service.

2. Prospect closed on the price and terms.
Number 2 cannot occur without first getting number 1.

If the prospect isn’t closed first on wanting the product or service, she will never close on price and terms.

In this lecture you will learn how to smoothly and confidently achieve the two separate closes that make up the final close.
Text0:33
Quiz
Exercises0:47

Video - Part 110:47
Objections
The building blocks of a closed sale are the steps of the 8-Step Road Map. If a salesperson can fully complete each step with a qualified prospect, he or she will end up with a closed sale.
The obstacle that many salespeople fear the most is the prospects’ objections—that is, their reasons, arguments, or oppositions against buying.
Ideally, a Closer would be able to direct her prospect through each step of the 8-Step Road Map without any objections from the prospect and close the sale on the first attempt. While this does happen, it doesn’t happen very often.
The art of handling objections starts with determining how to best respond to them, and that is determined by what type of objections they are and when they occur during the sale.
In this lecture you will learn the 2 major categories of objections, how to recognize them and precise formulas to not only overcome them, but to confidently turn them into new closing opportunities.
Video - Part 213:27
Objections

The building blocks of a closed sale are the steps of the 8-Step Road Map. If a salesperson can fully complete each step with a qualified prospect, he or she will end up with a closed sale.

The obstacle that many salespeople fear the most is the prospects’ objections—that is, their reasons, arguments, or oppositions against buying.

Ideally, a Closer would be able to direct her prospect through each step of the 8-Step Road Map without any objections from the prospect and close the sale on the first attempt. While this does happen, it doesn’t happen very often.

The art of handling objections starts with determining how to best respond to them, and that is determined by what type of objections they are and when they occur during the sale.

In this lecture you will learn the 2 major categories of objections, how to recognize them and precise formulas to not only overcome them, but to confidently turn them into new closing opportunities.
Video - Part 313:12
Objections
The building blocks of a closed sale are the steps of the 8-Step Road Map. If a salesperson can fully complete each step with a qualified prospect, he or she will end up with a closed sale.
The obstacle that many salespeople fear the most is the prospects’ objections—that is, their reasons, arguments, or oppositions against buying.
Ideally, a Closer would be able to direct her prospect through each step of the 8-Step Road Map without any objections from the prospect and close the sale on the first attempt. While this does happen, it doesn’t happen very often.
The art of handling objections starts with determining how to best respond to them, and that is determined by what type of objections they are and when they occur during the sale.
In this lecture you will learn the 2 major categories of objections, how to recognize them and precise formulas to not only overcome them, but to confidently turn them into new closing opportunities.
Text0:39
Objections
The building blocks of a closed sale are the steps of the 8-Step Road Map. If a salesperson can fully complete each step with a qualified prospect, he or she will end up with a closed sale.
The obstacle that many salespeople fear the most is the prospects’ objections—that is, their reasons, arguments, or oppositions against buying.
Ideally, a Closer would be able to direct her prospect through each step of the 8-Step Road Map without any objections from the prospect and close the sale on the first attempt. While this does happen, it doesn’t happen very often.
The art of handling objections starts with determining how to best respond to them, and that is determined by what type of objections they are and when they occur during the sale.
In this lecture you will learn the 2 major categories of objections, how to recognize them and precise formulas to not only overcome them, but to confidently turn them into new closing opportunities.
Quiz
Exercises0:47

Video2:29
More from Secrets of a Master Closer
Five more bonus chapters from the eBook:

How to get a prospect back into his comfort zone.
Introductions to use on follow-up calls.
How to manage your leads for maximum efficiency and closes.
The ideal personality traits of a Closer.
How to debug yourself or another rep that is in a sales slump.
Text0:14
Final Word1:59
Practice the eight step roadmap from introduction to closing, tailor steps to your product, test wordings, review chapters and exercises, and practice until you become a master closer.

Requirements

Completed Part 1. All materials included.

Description

My experience has shown me that in order to be a great salesperson, it only takes three things:

You have to know the fundamental principles of selling. No amount of trick techniques or gimmicks can replace an understanding of the underlying laws of sales and persuasion.
You have to know the precise steps that every sale must go through, and how to smoothly walk prospects through each. If you can't, you'll never reach your full potential as a salesperson.
  You have to have a strong desire to succeed. I know that sounds trite, but it's true--the best salespeople are inevitably the most driven. Fortunately, once you have the first two prerequisites, this final one usually takes care of itself.

Whether you (or your any of your sales team) are new to sales and have no experience or are a seasoned veteran looking for a way to boost your numbers and make more money, I can help you.

In my courses (part 1 and 2) you'll find the most important principles, techniques, and training exercises that I've isolated, tested, and codified during my twenty years in sales and sales training.

Each lesson contains a portion of my video seminar along with the corresponding chapter from my best-selling book. These two formats guarantee maximum retention of the data presented, and (with the test questions and practical exercises) mastery of each skill necessary to be a master closer.

Regardless of what you're selling, I am certain that this course will teach you (or your sales team) how to sell more and sell faster. I know I sound biased, but this just may be the best sales training you will ever experience, but I invite you to preview my course and judge for yourself.

Thank you and I wish you great success!

Who this course is for:

New or veteran salespeople, sales managers, sales directors, VP Sales, and business owners. Students who have completed Part 1.

Sales Training: Secrets of a Master Closer - Part 2

What you'll learn

Explore related topics

Course content

Chapter 8 - How to Create Opportunities to Close3 lectures • 11min

Chapter 9 - When to Close3 lectures • 7min

Chapter 10 - How to Close3 lectures • 13min

Chapter 11 - Objections5 lectures • 39min

Chapter 12 - More From Secrets of a Master Closer3 lectures • 5min

Requirements

Description

Who this course is for: