Techniques to Closing Sales

Marketing Institute of Singapore - Executive Development

Course introduction

Research found that nine out of ten salespeople reach the end of their sales process before 80% of their customers are ready to buy. Now you can control sales behaviour and gain sales advantage by pushing all the right buttons. This course provides you with a well-thought process of designing, structuring, planning and closing sales. It will provide you with a framework for defining the right situation and moment to call for the action to execute a sale.

Course Benefits

  • Identify critical success skills of top salespeople
  • Create a systematic process to closing sales
  • Recognise personalities and use the appropriate closing techniques
  • Effective ways to answer objections, meet sales resistance and obstacles to buying
  • Gain confidence and motivation to increase closing ratio

Target Audience

Sales executives or professionals who want to master the skill of closing sales.

Course Outline

Day 1

  • Mindset & Characteristics of Professional Salesperson
  • Vital Determinants of success for Closing Sales
  • Psychology of Closing – Build Trust & Rapport
  • Sales Tools that Influence Closing – Right Ideas and Words to Add Exceptional Value
  • Understanding Personality and Learning styles to Influence Buying
  • Powerful Sales Presentation Skills to Close
  • The Art of Asking the Right Questions at the Right Time to Close
Day 2
  • Choosing the Right Closing Approach
  • Techniques to get Buyer Attention
  • Five Powerful Closing Questions that Lead to Closing
  • Tested Responses to Manage Objections and Close
  • Ways to Present Price and Using Tested Price Closes
  • Closing Using Organised Approaches
  • Professional Sales Closing Techniques

Available Course Sessions

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Trainer Profile

Stanis Benjamin/Ho-Tan Whai Aun

Stanis Benjamin, Master Facilitator and Distinguished Toastmaster, is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success. As a coach, consultant and keynote speaker, he has addressed many companies and institutions and helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.

Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics "Behaviour Focused Communication and Humour in Presentations" and presented on Positive Business Minutes for News Radio 93.8.

He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.

Ho-Tan Whai Aun has been a consultant, speaker and trainer since he started working in the UK in the 1980's. He was responsible for implementing major projects with The Guardian Royal Exchange, Norwich Union, The Christian Trust, Norfolk County Council and ChristChurch Conferences.

Over the years, Whai Aun has trained many people through seminars, workshops and one-to-one supervision - he is also a mentor to professionals and senior managers in UK and Asia. He believes in continuing education and training, and empowering people through learning, training and application of evidence-based principles. He knows that personal success usually comes through incremental minor transformations rather than radical major upheavals, so he brings successful people to greater heights through corrective behaviour modifications and changing of their thought patterns and core beliefs.

Whai Aun is a sought-after speaker in complex technical presentations as well as in communications and counselling seminars. He has conducted training for the business and industrial sectors, hospitals, government bodies as well as for colleges, schools and charitable organisations.

Whai Aun graduated from Trinity College, Dublin (Ireland) in Business Studies and was a UK-trained Project Manager. Occasionally, he provides oversight, support and training for Marketing & Sales and HR staff - specialising in consumer heuristic evaluations and networking. He has also conducted seminars for the Sales Teams in various financial and manufacturing companies. He is a mentor and personal friend to top Sales producers and CEOs from different industries, as well as to various start-up entrepreneurs.

In Asia, some of the organisations he has worked with include Microsoft, Tan Tock Seng Hospital, Singapore Police Force, DBS Securities and The Salvation Army.