Closing the Deal in the
Virtual World


Facilitating high-stakes online 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 virtual meetings more effectively and efficiently.

Experience Level

Medium to High

Overview

Duration: 4 3-hour sessions
Maximum Enrollment: 8
Number of Instructors: 2
Location: Client platform or Turpin’s Zoom

Degree of Coaching

High: Coaching occurs in the main classroom, private video-review coaching takes place in a virtual breakout room and follows most in-class exercises

Intended For

B2B sales professionals & sales teams who need to transfer their skills to the virtual world

Closing the Deal in the Virtual World

Facilitating high-stakes online meetings that move business forward

Throughout this series of virtual sessions and on-demand modules, participants practice using your organization’s sales model and marketing materials to close deals more efficiently and effectively in the virtual environment.

Participants in this training learn to

  • Frame their virtual sales meetings so that they are buyer-focused and persuasive
  • Engage buyers, establish trust, and nurture relationships
  • Create the conditions for a fruitful exchange of ideas
  • Remain nimble, think on their feet, and address buyer concerns as they surface
  • Use virtual tools, including video, for maximum engagement
  • Be clear and concise
  • Listen well, read the audience, and respond appropriately
  • Create (or modify existing) visual aids to support key messages
  • Use visuals effectively to support key messages
  • Set appropriate next steps to move the sale forward
  • Get the business of the meeting done effectively and efficiently

“This is the best real-world sales training I have received on how to give a presentation: from organizing to delivering. Thank you for helping me grow professionally.” Jason C., Medline

Additional Post-Workshop Skill-Reinforcement Options

In addition to the skill-reinforcement resources included in eCoach, consider this option:

Manager Support Program: Managers play a critical role in helping employees apply what they learn in class to the situations they face outside of it. To help managers support the learning, and when appropriate to do so, we provide guidance for setting expectations prior to the workshop and for providing support after.

Communication Training Yields Business Results

We believe that business communication training must focus on business results: making work easier, employees more successful, workplaces more cooperative, and goals more attainable.

Getting Business Done and 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 to your team and company.

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). As they grow their self-awareness, they can apply what they learn in class to the variety of situations they face outside of it.

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Workshop Tailoring

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.

Skill Reinforcement

eCoach is our skill-reinforcement program. It’s designed to help learners apply what they’ve learned to the situations they face outside of the classroom. Resources vary depending on client needs. Most sessions include a self-assessment and other pre-work, on-demand videos, job aids, class recap letter, personalized coaching snapshots, blog articles, and more.

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