Effective Closing: Converting Prospects to Paid Accounts Too many salespeople do almost everything right when pursuing a prospect but fail to ring the cash register because they can’t close the deal. Why is that? Maybe they're afraid of hearing “no.” Maybe they think they'll come across as pushy if they ask for the sale. Maybe they just don't know how to overcome the objections buyers use to stop sales from moving forward. Whatever the reason, they're not reaching their potential and it's hurting your organization and their careers. To help you build a team of sales professionals that get results, we invite you to check out – Effective Closing: Converting Prospects to Paid Accounts - a new sales coaching tool that's guaranteed to help your reps become more effective closers. PREVIEW the "Purchase Anxiety" module which is part of this series. Price: $349.00  Quantity:    E-mail this product to a friend

The kit contains:

1. How to Help Prospects get the Internal Buy-In They Need to Close the Deal (5:56)
2. Overcoming Purchase Anxiety: How to Close Buyers Who Just Can't Make a Decision (7:55)
3. The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises (7:19)

Your salespeople will love the format

Tons of research clearly shows what adult learners DON’T want – long, content-heavy training events. Adults just can’t sit for extended periods absorbing training material. What do they want? Chunks. The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on ONE thing, not three, or four or five.

That’s why Effective Closing: Converting Prospects to Paid Accounts is made up of three short modules (each less than 10 minutes) that focus on a single aspect of dealing with closing. They’re short but meaty. They’re simple but never simplistic. They’re designed to give your reps a highly-potent dose of training, and then quickly get them back to their real job – selling!

Here’s a summary of what you’ll get in the three rapid learning modules:

How to Help Prospects Get the Internal Buy-In They Need to Close the Deal (5:56)
Let’s face it: You can’t force your way into a closed-door meeting if the buyer doesn’t want you there. The harder you push, the more the buyer’s defenses go up. And before you know it, you’ve gone from trusted advisor to obnoxious pushy salesperson. But even if you’re locked out of that meeting, you can still have a powerful influence over what happens during the discussion. And you can do it without stepping out of your role as the buyer’s advisor. In this Quick Take, you will learn how to influence the buying decision – even when you’ve been locked out of the process, and the key question you must ask when the buyer says, “I’ll have to talk this over with the team”.

Overcoming Purchase Anxiety: How to Close Buyers Who Just Can't Make a Decision (7:55)
You’ve addressed every objection, outlasted every competitor and explored every need. Now the moment has arrived. You ask for the sale. Your customer looks nervous, hesitates and finally says, “I need some more time to think about it.” Sound familiar? This is called Purchase Anxiety and it can stop a sale dead in its tracks. In this Quick Take, you will learn: Which questions are likely to INCREASE your buyer’s anxiety; the number-one pitfall to avoid when facing a buyer with purchase anxiety; and the four rules that will help you defuse purchase anxiety.

The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises (7:19)
Don’t sell past the close. You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.” The problem is, some customers still have unfinished business. And if you ignore it, you could find that sale slipping away. In this Quick Take, you will learn how to use the Post Close: a simple yet powerful technique that can help you test your new buyer’s commitment and protect your sales against last-minute surprises.

Effective Closing works because each module is:

• Short – 10 minutes or less – so even your most impatient reps will watch them
• Engaging and fluff-free.
• Focused. Each program delivers a single “aha” that will change behavior. It could be something your reps have never heard. But it could also be something they know but don’t always practice.
• Perfect for both team and individual training sessions. Each module includes: A concise desktop learning module - perfect for kicking off meetings
• Handouts for following along and taking notes
• A Meeting Leader's Discussion Guide to help you direct meaningful follow up conversation and reinforce the message
• A Summary Sheet participants can hang by their desks for quick review
• And a Quiz (online and printable versions) to be sure your reps understood the message

Remember: If you're not happy with this resource, for any reason, simply return it for a full refund. No questions asked.