We have all heard the closing lines: “What will it take to get you to sign today?” or “Would you like 5 or 10 in the initial order?” or even “We have a special offer, a 15 percent discount, but only if you will commit to signing now.” Yet, we all know the gimmicks don’t work—and they certainly don’t lead to lasting customer relationships.

Salespeople are always searching for THE tip or phrase that will help them close. However, closing is more than a magic phrase or specific technique. Each client and opportunity is unique and requires focusing on the value of the solution to the customer. The challenge is the majority of salespeople aren’t able to articulate their offering’s value when it comes time to close and resort to falling back on standard closing techniques that fall short.

In this practical webcast, we will explore 3 elements of the closing process and the mistakes salespeople make that derail the sale and their relationship with the customer.

In this webcast, we will examine:

• A mindset that emphasizes closing as an approach that moves an opportunity forward, not an event
• How to recognize and diffuse customer tension throughout the sales process and specifically during the closing process
• A simple, yet effective approach that takes the fear out of advocating your solution
• How to handle objections that authentically help the customer and you move the sale forward

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide Inc. With more than 40 years in the field, Dr. Leimbach has developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also developed Wilson Learning’s impact evaluation capability and return on investment models. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, is Editor-in-Chief for a major professional journal, and has served on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.

David Yesford is Senior Vice President of Wilson Learning Worldwide. With more than 33 years of experience developing and implementing human performance improvement solutions around the world, Mr. Yesford brings valuable experience, strategic direction, and global perspective to his work. Over the years, he has held strategic roles in Wilson Learning Worldwide’s core content areas of sales and leadership, as well as e-learning and strategic consulting. Mr. Yesford is the contributing author of several books including Win-Win Selling, Versatile Selling, The Social Styles Handbook, and The Sales Training Book 2. He has also been published in numerous business publications throughout the United States, Europe, Latin America, and Asia Pacific. Mr. Yesford frequently speaks at international engagements, focusing on issues such as sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.