The year-long Helping Clients Succeed program, in partnership with Franklin Covey, concluded this week with its fourth session. The program allowed participants to elevate their sales strategies and confidently establish long-term client relationships. To wrap up the program, participants focused on successfully closing a sale.
The session began with opening remarks and an overview of upcoming programs and events that attendees can continue participating in.
Over 20 students, both in-person and virtually, participated in the last session where they began by exploring different strategies on how to grow their sales pipeline and when to know if a sales opportunity is worth their time. Participants then shared what ‘closing the sale’ meant to them from their perspective.
One attendee shared, “To me, finalizing the sale means understanding the customer’s needs and ensuring that both parties feel understood. It’s important that everyone in the sales process has fully agreed to move forward and is confident in the product or service.”
The program also allowed attendees to participate in breakout sessions, where the group exchanged ideas with their peers on ways their colleagues have helped them through a sales process.
“One way a colleague has guided me through a sale was by making me think about the situation logically by listing out the pros and cons of a transaction or a situation. The sellers’ and customers’ time is important, and sometimes it can be difficult to see if a sale is truly worth closing when you are so focused on simply finalizing it.” – Participant
The group then focused on the importance of persistence and following up with customers, along with ensuring that the customer’s needs are kept in mind throughout the entire process. Participants learned the best strategies for following up with potential prospects and how to humanize the sales process. Attendees participated in a group activity where they role-played various sales situations and gave each other feedback on their delivery and tone. They then came together again to collaborate on closing strategies.
To close the program, participants reviewed potential objections that they may come across. They shared ideas on how to handle objections, leaving the session confident in overcoming potential objections and pushbacks.
The program has empowered participants to enhance their skill sets and excel in any sales situation.
Energy Workforce is preparing for the upcoming programs in 2025, offering even more participants the opportunity to leave with increased confidence in their ability to close a sale.
For more information about the Emerging Executives Committee or the Executive Leadership Program, contact Vice President, Programs & Events Peggy Helfert.
Britney Turcios, Marketing Specialist, writes about the Energy Workforce & Technology Council. Click here to subscribe to the Energy Workforce newsletter, which highlights sector-specific issues, best practices, activities and more.
