Closing the Deal
International Sales Training
Gain a competitive advantage
In this two-day workshop you will develop strategies and frameworks for optimising relationships, performance, communication and results. You will close international contracts more effectively in English.
The workshop will cover the following:
Gaining competitive advantage - deepening understanding of your international customers/clients
We will focus on understanding the nature of culture and the key 'drivers' that influence attitude, behaviour and communication norms. We will look at the perception gap: 'How we see them!', 'How they see us!' and move beyond stereotypes to enhance your understanding. We will consider key concepts influencing communication, such as: risk-taking; time; decision-making and hierarchy. Our Objective? To optimise relationships and gain competitive advantage when selling internationally.
Knowledge
We will focus on:
- Your products/services - USPs and your competition
- Yourself - your strengths and weaknesses as a sales person
- Your customer/client - preparation, their market, DMs etc
The Sales Process – closing the deal
We will consider how to:
- Deliver – body language and powerful communication; being persuasive
- Identify – the customers'/clients' needs, desires, weaknesses etc
- Clarify – effective listening: checking, clarifying and summarising
- Match – your product/service to your customer/client
- Reach Agreement – various closing-the-sale techniques
- Deal with Objections – how to handle and overcome them
- Action – the next steps
Account Management
We will look at:
- How to keep your customer/client happy
- How to maximise the revenue from your existing clients
Take action
You will practice your new skills and understanding in role-plays and simulations which will be specific to your work. You will be filmed in action and given a detailed analysis and feed-forward on use of body language, English and cross-cultural appropriacy.
Who and Where?
