Open classroom training: Procrastination and price negotiations (Dutch)
6 December 2019 @ 13:00 - 17:00 CET
One event on 6 December 2019 at 13:00
Some sales processes take a long time ... too long. If you don't close at the right moment, it often results in not getting the deal at all. There can be many reasons why potential customers procrastinate making a decision. You've heard those reasons before: they need to consult others, they want to make a comparison, the inevitable price discussion or the 'last minute demand'.
There are advanced techniques with which you can tackle the delay that often occurs at the end of the sales cycle. If you manage it well, you will in many cases be able to get to business faster, and sometimes get a deal that you would otherwise have lost.
In this training, we will focus on the following topics
- Which 'regular' closing techniques are there, and why are they sometimes not sufficient?
- What can you do to speed up the decision-making process?
- How can you still influence the various people in the DMU, even if you are not able to speak to them personally?
- How do you do the final price negotiation?
- How do you deal with pretexts and excuses?
In half a day, not only the theory is dealt with, but also various role plays will be done (and recorded), so you can immediately experience how to apply certain techniques. Sparring with the other participants is always very much appreciated in these trainings courses! Working together with peers from other companies on cases, and finding solutions has a positive effect on the learning process.
At the end of the training, you will get the corresponding tasks and theory in the app and you can practice with videos and cases during that month (and after that as well). This will help you to retain the knowledge and skills and apply it instantly in real-life situations.
Of course you also participate in the weekly sales challenge where you are completely free to come up with the best solution for a realistic sales situation. Approx. 6 weeks later you can follow the live webinar so you really learn everything about closing in the most difficult situations.
This training is part of the blended Professional plan that covers a specific subject every month. It is accessible to subscribers of this training programme.