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Sales Cycle: Closing Strategies That Really Work
Module Objectives:
- Develop listening skills to better understand client
issues.
- Follow the 3 F’s formula to resolve conflict
- Incorporate mirroring to establish trust and confidence.
- Ask open and closed-ended questions to clarify conflicts
- Use client conflict to identify additional sales
opportunities.
- Use the Reframing process to defuse aggressive attitudes.
Field Work:
- Identify any areas of conflict you have encountered
with three accounts.
- Prepare a 3 F’s formatted response to assist you in
addressing these conflicts. Include at least 5 questions
for each “F.”
- Implement these 3 F strategies with three accounts
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