Group Sales: Closing

Training overview
Corporate / Group Training
Start dates
United States of America
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Course description

Group Sales: Closing

Understanding how to effectively close the sale is what makes great salespeople great. Closing the sale is the most critical part of the process because, without it, we aren’t selling anything. The best salespeople are always working towards the close with every client interaction.

The key to closing is having a plan to get the potential client’s buy-in. By asking leading questions or trial closing questions, you can work on your close throughout the sales process. For example, if you are showing the property to a potential client and ask, “Can you see this space working for your group?” By asking this Trial Close question, you are getting buy-in and already closing with that client.

There are several different types of closes you can use. Let’s take a look at three of the most common:

  1. An assumptive close means you are assuming the sale. 
  2. An incentive close means you are offering an extra perk to close quickly by a specific deadline. 
  3. A negotiated close means that you are negotiating with the client to earn their business. 

A proper Closing Best Practice is to get the experts involved to help you advance the sale. For example, if the potential client has many technical requirements for their meeting, get your onsite AV Rep and your Conference Services Manager involved to help you close. Or if the culinary experience is essential to the potential client, get your Chef or F&B Director involved.

Be confident when closing! Let the client know how much you want to work with them and always ask for their business. For example, “We want your business, and we are confident we can execute a successful meeting for your group. Can we get your commitment today? After you ask, stop talking. Wait for them to respond and proceed from there.

And remember, closing isn’t only about asking or the business. It’s about having a Closing Plan. You do this by establishing a call to action with every client interaction. This will ensure you have the next step, and your client will appreciate it.

Now that you know how to close, you are ready to boost your Sales!

SalesBoost courses are offered on a subscription basis that includes all SalesBoost courses. Contact us today to learn more about our subscription plans.

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COVID-19 Update

In light of COVID-19, this provider is now delivering some or all of their courses online. Contact them for more information!

Training content

Learning objectives:

  • Utilize key best practices, techniques and resources to successfully close the sale in-person and over the phone
  • Explain why follow-up is important to closing the sale
  • Demonstrate use of Follow-Up best practices
  • Distinguish between advancing and closing the sale
  • Close the sale with a hesitant customer

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5345 Towne Square Drive, Suite 145
75024 Plano Texas

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