Sales Skills and Closing Techniques
A two-day programme covering the full sales cycle for people who carry a number. It sits alongside the Consultative Sales and Business Development course in the catalogue: that one is about the strategic, longer-cycle sale, while this one is about the craft of the individual deal, from first contact through to a signature and the follow-through after it.
Day one covers prospecting, qualification, discovery and presenting value in the customer's terms. Day two covers the difficult half: objections, price pressure, negotiation, closing without manipulation, and managing an account after the sale. Heavy on role play, using the participants' own products and their own real objections.
HRD Corp SBL-Khas Claimable
Programme Agenda
Day 1, 9:00 AM - 9:15 AM
Welcome and Programme Overview
Introduction to the session, objectives, and housekeeping.
Day 1, 9:15 AM - 10:15 AM
The Mindset of a Professional Salesperson
Why mindset determines results. Managing rejection and staying motivated. The difference between pushing and consulting.
Day 1, 10:15 AM - 10:30 AM
Break
Day 1, 10:30 AM - 11:30 AM
Understanding the Buyer
How customers make decisions. Identifying decision-makers, influencers, and gatekeepers. The customer's buying journey and where to enter it.
Day 1, 11:30 AM - 12:30 PM
Prospecting and First Contact
Finding qualified leads efficiently. Making a strong first impression in person, by phone, or via message. Cold outreach that gets a response.
Day 1, 12:30 PM - 1:30 PM
Lunch
Day 1, 1:30 PM - 3:15 PM
Discovery and Needs Analysis
Asking the right questions to uncover real needs. SPIN selling basics. Listening for pain points, priorities, and budget signals.
Day 1, 3:15 PM - 3:30 PM
Break
Day 1, 3:30 PM - 4:45 PM
Presenting Value, Not Features
Translating product features into customer benefits. Tailoring your pitch to what the customer actually cares about. Handling price objections before they arise.
Day 1, 4:45 PM - 5:00 PM
Day 1 Close
Recap and what to review before day two.
Day 2, 9:00 AM - 9:15 AM
Day 1 Review
Recap of day one and the questions it left open.
Day 2, 9:15 AM - 10:15 AM
Handling Objections
The most common objections and how to handle each one. The FEEL-FELT-FOUND method. Reframing price, timing, and competitor objections.
Day 2, 10:15 AM - 10:30 AM
Break
Day 2, 10:30 AM - 12:30 PM
Closing Techniques
Reading buying signals. Assumptive, summary, urgency, and trial close techniques. When not to close. Following up without being pushy.
Day 2, 12:30 PM - 1:30 PM
Lunch
Day 2, 1:30 PM - 3:15 PM
After the Sale
Managing post-sale expectations. Getting referrals. Building long-term customer relationships that generate repeat business.
Day 2, 3:15 PM - 3:30 PM
Break
Day 2, 3:30 PM - 4:45 PM
Sales Role-Play Rounds. Participants practise live sales conversations in pairs and small groups, covering different stages from opening to close. Facilitator coaches on technique and mindset throughout. Key Outcomes:
Follow a structured, repeatable sales process from first contact to closeAsk discovery questions that reveal real customer needsPresent value persuasively rather than listing featuresHandle price, timing, and competitor objections confidentlyUse proven closing techniques to convert more prospects
Day 2, 4:45 PM - 5:00 PM
Wrap-Up and Q&A
Key takeaways, next steps, and close.
Key Outcomes
- Prospect and qualify so time goes to opportunities that can actually close
- Run a discovery conversation that surfaces the real need and the real decision process
- Present value in the customer's terms rather than listing features
- Handle objections, including price, without discounting by reflex
- Negotiate on terms other than price and protect your margin
- Close naturally at the right moment, and recognise when the answer is no
- Manage the account after the sale so it renews and refers
Training Mode Physical / Online / Hybrid / e-learning
HRD Corp SBL-Khas Claimable
Level Intermediate. Suitable for sales executives and managers, account managers, business development staff, technical staff who sell, and business owners.
Duration 2 Days (16 Hours) | 9:00 AM to 5:00 PM daily
Venue In-house at the client's premises, or delivered via the client's preferred platform (Microsoft Teams, Zoom, or equivalent)
Assessment Role-played discovery, objection handling and closing conversations against the participant's own product and real objections
Certificate Certificate of Completion issued to all participants upon full attendance