OasisLMS

Duration - 48 mins: You Had Me At Hello. How the most successful salespeople start closing the deal from the first handshake.

All Sales professionals

UK and International

Traditionally, the ‘close’ has been seen as the culmination of the sale. The point at the end of the sales process when the sales person finds out if all the hard work has paid off. In this session we will explore how the most effective sales professionals start building the close from the very first engagement with the customer. It will explore how, by using a succession of ‘mini-closes’, sales people can test and secure customer commitment at key stages through the sales process. This avoids the use of overt ‘closing techniques’ and shows how the best close is the one you don’t have to make; when the customer’s decision to purchase is simply the natural outcome of a great sales experience. This session is aimed at all sales people who want to improve conversion rates and reduce the time it takes to get to ‘yes’.

How to start building customer commitment from the very beginning of the sales process Ways to keep the deal moving and avoid ‘dead spots’ How to avoid dated and clumsy ‘closing techniques’ How to take the pressure out of closing the deal

Two (when attending live) or one (watching the recording)

Patrick Joiner Highly experienced facilitator, coach and trainer Specialising in sales, sales management, leadership and customer service Experienced sales professional and sales leader Worked across many sectors and global markets Highly facilitative and engaging trainer Patrick Joiner has more than 30 year’s experience working in the sales profession. After 10 years in sales and sales management in the publishing and exhibitions sectors, he spent 7 years as Chief Executive of The Institute of Sales and Marketing Management. For the last 16 years he has worked as a trainer, facilitator and coach specialising in sales, sales management and leadership. He has designed and delivered development programmes for companies across a wide range of sectors in more than 20 countries world-wide. A self-confessed ‘sales geek’ he keeps himself abreast of the latest research in sales force effectiveness and sales best-practice which he shares with his clients in highly pragmatic, interactive and stimulating development programmes. His focus is on providing delegates with proven tools and approaches and challenging them to find ways to put them into practice when working with their customers. He was appointed MD of The Institute of Sales Professionals in September 2021.