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This workshop will take you through the steps required to close the sale, including proposal-writing, handling objections, dealing with difficult buyers, selling value, building trust and relationships.

Course Outline

A great sales presentation begins with conveying to the customer that you have a comprehensive understanding of their needs and that your products and/or services are a perfect solution for them. The way to assure customers that you are going to help solve their business problems is by a thorough analysis and understanding of their current business circumstances and a demonstration of your in-depth knowledge of the products and services you are selling. This comprehensive workshop will take you through all the steps required to close the sale, including proposal-writing, handling objections, dealing with difficult buyers, selling value, building trust and relationships, and of course dynamically presenting your proposal to the decision-maker.

  • Identify the key elements of a quality proposal
  • Know how to write a winning proposal
  • Be ready and prepared to handle objections and problem buyers
  • Sell value rather than price
  • Create a climate of trust to build better client relationships
  • Feel more comfortable and professional in face-to-face presentations
  • Identify steps that will close more sales
  • Introduction and Course Overview
  • Business Writing Basics
  • Writing a Proposal
  • Writing Your Proposal
  • Getting Thoughts on Paper
    • Intuitive
    • Analytical
    • Planning Your Proposal
  • Planning Your Proposal
  • Six Basic Formats
  • Editing
    • The Fog Index
  • The Finishing Touches
  • The Handshake
    • The Professional Handshake
  • Getting Ready for your Presentation
    • Preparation Tips
    • Presentations
  • Elements of a Successful Presentation
    • You Count Too!
    • Body Language
    • Equipment
    • Message
    • Environment
    • Rule of Twelve
    • Approachability
    • Positives and Negatives
  • Dressing Appropriately
    • Four Levels
  • Dealing with Questions
  • Presentations and Evaluations
    • Preparation
    • Presentations

    • Large group discussions
    • Small group discussion and exercises
    • Individual exercises and practice sessions
    • Lecturettes
    • Simulations / Role-plays / Live Practice
    • Account Managers, Sales Representatives, Territory Representatives, Sales Employees


    • Completed pre-assignment
    • 1 Day
    • .6 – 10

    Prerequisites & Certificates

    Certificates offered

    All program fees include a manual on CD complete with self study lessons. Course manuals can be purchased for an additional fee and are dependent on subject and level. The manual fee is a passed through cost to our clients.
    Upon completion of the each program each participant will receive a certificate of completion.
    Parking is available for our students at the rear of the building.Please, donít park in the reserved parking spaces around the building, your car will be tagged and/or towed away.
    Our courses run between 9:00AM Ė 4:00PM. There are two 15 minutes coffee breaks: one at 10:30AM and the other are at 2:30PM. The lunch break is between 12:00AM and 1:00PM.
    Coffee and suitable drinks are provided by us during the course. There are numerous restaurants and take-out places in the area, or you may prefer to bring your own lunch and enjoy it on site. Microwave and fridge available.

    Cancellation Policy
    Commitment of resources and industry standards require that we be notified of any cancellation. As such, you may reschedule any training course up to five (5) working days before the actual training date. Simply call us, and we send you a new registration confirmation without extra charge. If training is rescheduled less than five (5) working days before the training date, a rescheduling fee of 50% of the course fee will be invoiced.

    The latest time we accept rescheduling is until noon on the working day before
    the training date. "No-shows" without prior notification are charged as if you had attended the course. There are no refunds. We reserve the right to cancel any course and reschedule if attendance is not sufficient to run the course. In this case you will be notified, usually five (5) working days or more prior to the
    training day and the training is rescheduled.

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    This course currently does not have any dates scheduled. Please call 1-877-313-8881 to enquire about future dates or scheduling a private, in house course for your team.

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