Closing.

Last year in 2009, for many companies it was their last year of business. Last year for many other companies it was a particularly tough year. What will 2010 be for you and your company? When turnover in a market place is reduced the best barometer of results is market share. The larger the market share the more likely a company is to survive. This means holding onto current customers and acquiring as many of your competitors' customers as possible.

The bottom line is your sales staff must close more deals.

What we teach is closing. People that have trained with us have described what we do as acquiring a totally unfair advantage over their competitors. I would like to think this is true.

Closing is not just the final stage of a sale. It is a crucial part of every step of the sales process. Closing is used at the point of getting the appointment. It is used in establishing the relationship, the building of trust, presenting information, service or the product and finally the close itself.

What is imperative to understand is that every one has their own unique way of being convinced. Discover this unique process and you will close more deals than ever before.

Dynamic Mind Works Closing series focuses on gaining greater understanding of how your customer thinks and makes decisions. The most important decision of all is how do they say “yes” to your product or service rather than your competitors.

Closing Course 1

Ultimate Closing: Customer Programming

Morning Program Outline:

Bias Close: Bias closing is a series of simple questions that allows you to discover the inner workings of your clients mind. In many ways is about gaining an unfair advantage, because you will know when, where and in many cases what they are thinking before even they are aware of it.

Used properly having a clients bias set can greatly improve the quality of a relationship, increase trust and predictability.

Having you clients biases allows you to tailor, presentations, conversations, letters and emails for significantly greater results.

Morning Program Contents:

Introduction
Applications
Demonstrations
Theory
Exercises
Question and answers.

Morning Program Outcomes:

It is expected that by the end of this training at each participant would be able to:
Know when to close a deal with certainty.
Remove the guess work from the process of selling
Remove associated stress and reduce burnout.
Know what interests ( Things, people, systems, information, places )
Know what motivates ( Must or Could - Pain or Pleasure - Management, Independent, Team )
Know how are they convinced. ( by doing, reading, being told, from only themselves )
Know what level of detail is require ( to much is boring, to little insufficient to make a decision )
Be able to write letters and emails using these individual motivational keys.

Afternoon Program Outline:
Motivational Close: This is about the discovery of the key that opens the lock to an individuals motivation. What motivates an individual can be extremely personal and individualistic.

What would you say if you could discover and use an individuals personal motivational key, without them even knowing it. Using these keys it is possible to create desire for a product or service. Focus a persons attention and most important of all, say yes to an idea or concept. This process can be used to gain insight into the motivations of all people. It is easy for sales people to develop tunnel vision when it comes to what will motivate a client to buy a product or service. This methodology ensures that time is taken to discover the true motivational key that will seal the deal.

This also has a variety of applications with management, staff leadership, personal relationships and becoming a more effective parent.

Afternoon Program Contents:

Introduction
Applications
Demonstrations
Theory
Exercises
Question and answers.

Afternoon Program Outcomes:

It is expected that by the end of this training at each participant would be able to:
Demonstrate the ability to discover and utilise an individuals motivational values.
Be able to write letters and emails using these individual motivational keys.
Creation of the perfect individual close using that persons motivational key.

Closing Course 2

Morning Program Outline:
Strategic Close

Morning Program Contents:

Introduction
Applications
Demonstrations
Theory
Exercises
Question and answers.

Morning Program Outcomes:

It is expected that by the end of this training at each participant would be able to:
Demonstrate the ability to discover and utilise an individuals motivational values.
Be able to write letters and emails using these individual motivational keys.
Creation of the perfect individual close using that persons motivational key.

Afternoon Program Outline:
Jedi closes.

Closing a deal with a gesture. This gesture would have the ability to affect the decision making process of the individual or group that you are talking to. Sound to good to be true. It can be done. It might sound like the stuff of Star Wars and Jedi masters. But in many ways this is exactly what it is. This is a skill that can be demonstrated and used in a variety of environments. Like all skills it does take a bit of practice, but it can be learnt and used. It is easy to learn and is a skill that is used by stage magicians, hypnotists and psychotherapists alike.

This skill is known as behavioural anchoring. It is the ability to link an external stimulus, such as a word, look or gesture to another persons internal experience. In simple language, with a gesture you can make a person think a particular predetermined thought without them even being aware of what you have done. Imagine at the point of closing a deal you were to trigger the thought of “This is a great deal” or “This is great value” or “I just have to have this”. It is one of the most exquisite, powerful and natural communication tools we have.

Now, imagine this skill in the hands of yours sales people.

Afternoon Program Contents:

Introduction
Applications
Demonstrations
Theory
Individual elements that make up
Intensity of states
Purity of states
Timing
Uniqueness of stimuli
Identical replication
Practice time
Different situational applications
Question and answer time.

Afternoon Program Outcomes:

It is expected that by the end of this training at each participant would be able to:
Demonstrate the ability to set and fire a behavioural anchors.
Be able to utilise and anchor naturally occurring states for later firing.
Close deals using behavioural anchoring.

Enrol your interest today - courses run on demand. If you would like to run an in-house course, ring the office today on freecall: 1300 305 173.

Investment is $890 inc. GST per candidate per course or 2 courses for $1500 inc. GST.

A booking of 5 or more candidates from the same company will receive a 10% discount off the overall total.