Sales Power: Boost Your Closing Game
Class types
Class types
About this course
Sales Power: Boost Your Closing Game is a high-impact programme designed to equip sales professionals with the skills to engage prospects, uncover needs, handle objections, and close deals confidently. Participants will learn proven sales psychology, rapport-building techniques, and adaptable closing strategies for different customer types.
Through interactive roleplays, real-world case studies, and negotiation simulations, participants will gain practical experience they can apply immediately. The programme also covers post-sale relationship building to drive repeat business and referrals, ensuring sustainable sales growth.
Training date
15 & 16 october 2025
19 & 20 November 2025
12 & 13 December 2025
Who should attend?
- Sales executives & managers
- Business development teams
- Entrepreneurs & business owners
- Real estate, insurance, and financial sales professionals
- Customer-facing roles requiring persuasion skills
Learning Outcomes
By the end of this program, participants will be able to:
- Apply proven sales psychology principles to influence buying decisions.
- Build instant rapport and trust with prospects.
- Identify customer needs and align solutions effectively.
- Handle objections confidently and turn them into opportunities.
- Use closing techniques that fit different customer types.
- Negotiate for win-win outcomes without losing margins.
- Maintain post-sale relationships to increase repeat business.
Program Duration
- 2 Days (14 Hours Total)
- Day 1 – Foundations of Influence & Closing Readiness
- Day 2 – Advanced Closing & Long-Term Sales Growth
Course Content
Module 1: The Psychology of Closing
Objective: Understand the mindset, triggers, and decision-making process of buyers.
Content & Activities:
- Buying behaviours & decision triggers
- Emotional vs logical buying
- Sales mindset for high performance
- Activity: Identify buying triggers for your current product/service
- Example: Why urgency works in retail sales promotions
Module 2: Building Rapport & Trust Quickly
Objective: Create instant connection that opens the door for sales.
Content & Activities:
- Verbal & non-verbal communication
- Mirroring & matching techniques
- Finding common ground fast
- Activity: Roleplay introducing yourself to a cold lead
- Example: Insurance agent building trust in the first 5 minutes
Module 3: Needs Discovery & Solution Alignment
Objective: Ask the right questions to uncover customer needs and position your offer as the solution.
Content & Activities:
- Open-ended questioning techniques
- Active listening for buying signals
- Presenting solutions with value alignment
- Activity: Conduct a mock needs analysis interview
- Example: Tech sales uncovering pain points before pitching software
Module 4: Objection Handling Mastery
Objective: Overcome resistance and turn doubts into buying decisions.
Content & Activities:
- Common objections: price, timing, trust, authority
- The 4-step objection handling model
- Reframing techniques for positive outcomes
- Activity: Roleplay handling “too expensive” objection
- Example: How Apple store staff handle price objections
Module 5: Closing Techniques for Every Situation
Objective: Apply different closing styles depending on the customer’s personality and situation.
Content & Activities:
- Assumptive close, alternative close, urgency close
- Recognising buying signals
- Structuring a smooth closing conversation
- Activity: Practice 3 types of closes with different scenarios
- Example: Car sales using the alternative choice close
Module 6: Negotiation Skills for Higher Profits
Objective: Negotiate deals without losing value or damaging relationships.
Content & Activities:
- Preparing for negotiations
- Win-win negotiation strategies
- Handling price reduction requests
- Activity: Simulated negotiation between buyer & seller
- Example: Corporate vendor securing long-term contracts at full value
Module 7: Post-Sale Relationship Building
Objective: Turn one-time customers into loyal, repeat buyers.
Content & Activities:
- Follow-up systems & touch points
- Surprise & delight strategies
- Leveraging testimonials & referrals
- Activity: Create a 30-day post-sale follow-up plan
- Example: Realtor staying connected with buyers for future referrals
Certification
Participants will receive an Richworks Academy Certificate of Completion for Sales Power: Boost Your Closing Game upon successfully completing the session.
