The 4 Gateways to Gaining Customer Commitment Sales Training Course

Who Would Benefit

This course is ideal for sales professionals at any stage of their career who are seeking to enhance their ability to close deals and build lasting client relationships. Sales Managers looking to empower their teams with new skills and Account Managers responsible for maintaining client engagement will all find value in this workshop.

Course Description

This interactive, in-person workshop will enable participants to lead their prospects from initial interest to decisive action. One of the most challenging aspects of selling is the ‘buyer silence’ which can sometimes follow an apparently enthusiastic conversation. The only true measure of success is the signed order, but we can all experience ‘ghosting’ when we aim to convert verbal approval into a signed contract.

The root cause is a lack of genuine desire. If we have truly connected with and convinced others of the measurable value we offer from the outset, the order will usually happen naturally. We need to adopt a customer-centred approach which endures from first contact to final close. However, there will also be times when momentum slows and customer communication stops, however well we persuaded earlier on. So we also need subtle strategies to reveal late stage, hidden objections, and then overcome them.

This workshop will first explore how to pre-empt ‘buyer avoidance’ by employing consultative selling techniques to build trust. It will then examine how to have a candid discussion with a stalled prospect about what has gone wrong, and reassure them accordingly.

CPD Points: 6
Course category: Sales Management
Course duration: 1 day
Course location: Virtual or classroom-based

Learning Outcomes

Develop trust-building techniques to establish and maintain trust with prospects, ensuring a solid foundation for long-term client relationships.
Master the art of uncovering hidden objections and understand how to overcome them.
Refine communication and closing strategies to transform initial interest into committed action.
Implement 'Ghostbuster' techniques to revive stalled deals, overcoming barriers and renewing momentum toward closing.

The Programme Includes:

Energiser - The Dating Game. Participants match fictional characters in a light-hearted exercise. Debrief includes the similarities between a date and a sales conversation. (Both involve making a proposition attractive to another person. In both, a low desire will be ‘masked’ through social inhibition).
The 4 Gateways Of Selling:

1. Trust (Safety)

2. Connection

3. Revelation

4. Fulfilment

Participants discuss how effectively they achieve all 4 and pinpoint areas to develop.

The Buying Process - What happens in another’s mind when we approach them. The progress from suspicion to approval (and how to navigate it).
Gateway 1: Earn Trust - Using insights, initial value statements and authenticity to ‘melt the iceberg’ (plus practice)
Gateway 2: Create Connection - AMP Method:

- Affirm: The power of sincere praise

- Mirror: How to align with tone, pace and body

- Probe: Ways to spark the business conversation (includes paired exercises)

Gateway 3: Revealing Needs - Open question technique, strategic questioning, active listening and the art of ‘play back’.
Gateway 4: Fulfilment (Conveying Value)

-Fact/Advantage/Benefit

-Gaining agreement in real time

-Asking for action (closing devices)

’Ghostbuster’ Skills

- Finding fresh reasons to contact

- Creating candour (naming the ‘silence’)

- Expressing concern & making it safe

- Uncovering hidden objections: (‘What’s holding you back’?

- Dissolving doubt (The 5 Es Model)

- Explore-Empathy-Encourage-Explain-Engage

Sub Team Skill Practice and Feedback