THE ART OF CLOSING THE SALE

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. INTRODUCTION

INTRODUCTION 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 Need 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

INTRODUCTION 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. The Benefit

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

COURSE OUTLINE 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. MODULE 1: HOW TO HANDLE OBJECTIONS MODULE 2: HANDLING MONEY AND PRICE 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 objections—two ways.

COURSE OUTLINE Learn why buying decisions are stressful and what you can do to overcome the buyer’s inertia, laziness or fear of making a mistake. Five closing errors to avoid, including negative pre-judgment. How to get around obstacles to closing MODULE 3: CLOSING REQUIREMENTS MODULE 4: OVERCOMING OBSTACLES TO CLOSING 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

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.

TRAINER PROFILE CHONG SOON ONN He is the Managing Director of Brian Tracy Pte Ltd. He has greatly benefited from Brian’s programs and is a keen advocate of personal and professional development. 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.

TRAINER’S ACCOMPLISHMENT Master Trainer for Brian Tracy International National Achiever’s 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.