Many sales professionals struggle with the final stages of the sales process, watching promising opportunities slip away. This workshop, delivered by Dr Maria Coakley will discuss techniques and strategies to help turn prospects into customers for sustainable growth. Key topics covered in this workshop include:
- Why Deals Do Not Close – Explore common challenges and factors that can impact deal progression.
- The Value of MEDDPICC for Corporate Sales – Learn about this qualification framework and its application and value in corporate sales processes.
- Objection Handling – Develop approaches to address customer concerns and resistance.
- The Art of Negotiation – Build skills to help with the negotiation process.
- Closing Techniques – Practice various methods for securing customer commitments.
- On-boarding – Examine strategies for effective customer implementation processes.
- Retaining and Growing the Customer – Explore approaches to managing your customer accounts and relationship building for the future.
- KPI and Performance Management – Discuss metrics for tracking sales effectiveness.
Who is the workshop suitable for?
- The workshop is suitable for entrepreneurs, sales professionals and account managers in SME’S who wish to invest in training to help elevate their closing rates.
- This workshop is action oriented, such that you shall get the opportunity to discuss practical ideas for your business.
- The workshop shall maximise peer to peer learning, best practice & discussion amongst participants.
Workshop style:
- The workshop provides a dynamic environment for professional and personal development to occur.
- The workshop is interactive and designed to provide an energized and focused peer to peer problem-solving learning environment to allow participants to actively engage with key selling concepts.
