Case studies

We get the leads but don’t seem to be able to close the sale!

An HR Consultancy Group identified that there was one particular aspect of selling they were uncomfortable with - closing the sale. They were also often uncomfortable with responding to client objections to their proposed offering.

As a consequence, they sometimes left sales meetings without dealing with all the misunderstandings/objections and without asking for the order, requesting a proposal or getting agreement for the next step. More leads would be converted to orders and quicker if these questions were handled confidently.

A workshop was created to give the consultants a number of strategies and tools they could use for ‘closing the sale’. In addition the workshop was designed to enable the consultants to ‘handle objections’ and to build on their selling confidence so they felt relaxed using these tools.

As a result of the workshop the consultants have been successfully using their new skills with clients and later made the following comments:

“The training has helped me get to the close more comfortably.”
“My confidence has been restored” .

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