Closing the Deal

Facilitating high-stakes meetings that move business forward

This comprehensive workshop for B2B sales teams can be positioned as the final step in your sales training process or as a refresher for seasoned individuals. It is designed to help participants manage their sales conversations and face-to-face meetings more effectively and efficiently.

Learning Objectives

Taught by two instructors, this workshop uses video-recorded exercises and private instructor-led video review to help participants identify and develop the skills they need to succeed. During the class, participants practice using your organization’s sales model and marketing materials in a safe yet challenging learning environment. Participants learn to

  • Frame their sales meetings so that they are buyer-focused and persuasive
  • Engage buyers in a comfortable, spontaneous conversation while being clear and concise
  • Listen (and hear)
  • Read the audience
  • Remain nimble, think on their feet, and address buyer concerns as they surface
  • Use visuals effectively to support key messages whether they are projected, hand-held or hard copy (even when using a canned deck)
  • Set appropriate next steps to move the sale forward
  • Get the business of the meeting done effectively and efficiently

Getting Business Done & Growing Leadership Capability
Everything we do is designed to help people get business done and grow their capabilities. While a particular workshop may focus on a specific business goal—closing a deal, making a decision, learning something new, or gaining alignment—every workshop is designed to help the participants be more comfortable, effective, and confident communicators. When employees communicate more effectively, leadership capability increases, and careers advance. This brings positive results for your team and company.

Blended Learning
Closing the Deal includes pre-work and access to eCoach. Participants receive reusable job aids, reference materials, and their own in-class videos to help reinforce what they learn in class. Attendees also receive a copy of The Orderly Conversation: Business Presentations Redefined.

Private Coaching and Video Review
Capturing learners on video as they work on their real-life content, which is followed by private video playback and coaching, is an essential element to this training. It helps workshop participants understand their natural strengths (and weaknesses) and grow their self-awareness so that they can apply what they learn in class to the variety of situations they face outside of it.

Post Workshop Coaching
To help workshop participants succeed, especially when the stakes are high, consider adding post workshop coaching. This hour-long, one-on-one follow-up takes place virtually and may be conducted any time after the workshop. Individuals always work with one of the instructors from their workshop to ensure continuity and mutual trust.

During the tailoring process, Turpin will work to understand your sales model and modify the workshop to meet the specific needs of the business and each individual attending the training.

Intended For
Attendees should have some B2B sales experience, but not everyone needs to be at the same level. Often a wide range of skills and experience provides the richest learning environment.

Closing the Deal Facilitating high-stakes meetings that move business forward

Recommended Experience Level


Duration: 2 days

Maximum Enrollment: 8

Number of Instructors: 2

Degree of Coaching
High. Coaching occurs in the main classroom, and one-on-one coaching follows every in-class exercise.

Online Pre-work
Participants complete an online needs assessment and prepare the sales meeting they’ll work on in class.

Skill Reinforcement
Provided through eCoach.

Optional post-workshop coaching is available.

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