THE ART OF CLOSING THE SALE

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THE ART OF CLOSING THE SALE
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INTRODUCTION
ABOUT BRIAN TRACY Brian Tracey is the Chairman
and CEO of Brian Tracy International, a global
company specialising in training and development
of individuals and organisations. He has
addresses more than 4 million people during
seminars and conferences throughout the world. He
is the best selling author of more than 50
books. 
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INTRODUCTION
The Need

Knowledge, technology and competition are
increasing today at a rate never seen before. To
survive and thrive in a fast-changing world,
executives and organizations must out-team,
outthink and out-perform their competitors every
single day!
The Solution
The best companies have the best people, and top
people are those who think and act faster and
better than others. This program gives you the
ideas, methods, strategies and techniques used by
all highly effective executives, profitable
businesses and world-class teams. You learn
specific, proven, practical ways to plan,
organize, staff, manage, motivate and think
better than ever before. You learn how to get
more done with fewer resources, and how to
function effectively in times of rapid change
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INTRODUCTION

The Benefit
Each module gives you a series of practical ideas
you can use immediately to get better results.
You will also receive specific action-oriented
recommendations that can be applied to many areas
of your organization to achieve world-class
status.
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METHODOLOGY

• Lectures
• Group discussion
• Application exercises
• Participant presentation
• Action commitment
• Small group activities
• Case studies
• Brainstorm sessions

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COURSE OUTLINE
Module 1 How to Handle Objections
You learn to welcome objection as essential
for success in selling. The Law of Six. How to
treat objections as requests for information. How
to uncover the key issue, the main (usually
hidden) reason for not buying. How to close on
objectionstwo ways. 
MODULE 2 Handling Money and Price Objections

• Nine ways on how to deal with buyer
  resistance based on price. How to isolate price,
  determine the amount at issue, show why your
  product is worth the difference. How to suggest
  alternatives, use creative approaches to get the
  sale anyway. 

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COURSE OUTLINE
MODULE 3 Closing Requirements
How to recognize body language and buying
signals that tell you a decision to buy has been
made. What you must do before you have earned the
right to ask for a decision
MODULE 4 Overcoming Obstacles to Closing

• Learn why buying decisions are stressful and
  what you can do to overcome the buyers inertia,
  laziness or fear of making a mistake. Five
  closing errors to avoid, including negative
  pre-judgment. How to get around obstacles to
  closing 

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COURSE OUTLINE
MODULE 5 Seven Key Closing Techniques
You learn the seven most effective closing
techniques ever discovered. You learn the
Invitational Close, the Assumption Close, the
Secondary Close (minor point close), the Puppy
Dog Close, the Ben Franklin Close, the Order
Sheet Close (two variations) and the Relevant
Story Close, plus how to close on referrals.
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TRAINER PROFILE
CHONG SOON ONN
He is the Managing Director of Brian Tracy Pte
Ltd. He has greatly benefited from Brians
programs and is a keen advocate of personal and
professionaldevelopment. He has won numerous
awards for sales excellence, management, sports
and public speaking. He has held senior
positions in multi-national corporations, public
listed companies and banks and has been consulted
extensively throughout the Asia Pacific region
over the last 15 years. He has trained and
coached thousands of leaders, managers,
executives and sales professionals.
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TRAINERS ACCOMPLISHMENT

• Master Trainer for Brian Tracy International
• National Achievers Congress Outstanding
  Achievement Award
• Distinguished Toastmaster (DTM)
• Court of the Table
• Million Dollar Round Table x 4
• Star Club Qualifier x 2
• Chartered Wealth Manager (CWM)
• Special Award for Outstanding Performance
  Management
• State representative in Badminton
• B. Eng (Hons) EEE NUS
• Certified EQ Facilitator
• VP, Training Great Eastern Life
• VP, Regional Training, UOB.