How to Close Deals at a Higher Price

Create Stronger Proposals, Run Effective Sales Meetings & Negotiate Higher Price Points

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What do students say?

"Larry's courses may be the best bang for the buck in the sales/training universe. He has a deep practical knowledge of sales psychology that connects and supports his whole approach, and he teaches/trains in a way that has immediate practical impact."

- George Bischof, Founding Partner at Bischof and Bischof PLLC

Business Growth & Sales Trainer

Larry Sharpe
Larry Sharpe

I’ve trained hundreds entrepreneurs, executives, leaders, lawyers and sales pro’s from companies around the world, from new startups to Fortune 500 companies. I’ve spoken venues across the US, Europe, Asia and taught at top universities.

I’ve worked with professionals in finance, law, technology, media, retail, real estate, luxury, government, healthcare and others, including:

In this series, you'll learn:

Course Details

1. Creating Better Proposals

The goal of your proposal to create Value for the close. It's not the time to for your to explain what you're going to deliver. It's time to explain what your client is going get. Your proposal should make prospects think, "this is going to let me get me what I want." This course shows you...

  • How to explain facts in terms of BENEFITS, so prospects see VALUE
  • Why to always avoid hourly rates
  • How & where to include details (the nitty-gritty) in your proposal
  • Why to use "Goldie Locks" pricing options & how to name them
  • What order to present your price options

2. How to Run Effective Sales Meetings

How to begin a sales meeting, and uncover the Dominant Buying Reason with the right questions. This course shows you...

  • The very first thing to do in any sales meeting
  • How to identify the important issues to your prospect with the right questions
  • How to demonstrate expertise before beginning your pitch
  • A quick & easy question to identify the decision maker
  • How to ask for budget without saying, "What's your budget?"

3. Negotiate and Close the Deal

You're almost there. Your prospect likes your proposal and now it's time to negotiate. Price is often the issue, but remember that the actual dollars are not the problem - people want a 'good deal'. Validation is the key. Validating both your price points and any price breaks will make your prospect happy and prevent you from accepting a bad deal. This course shows you...

  • How to begin negotiations with a question
  • How to validate your price to establish the "high ground"
  • How to accept or respond to counter offers
  • The two types of price breaks used to validate price breaks
  • What to say immediately after the close to prevent 'buyer's remorse'

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"How to Close Deals at a Higher Price"

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