Closing the Deal in the Virtual WorldSarah Stocker2020-11-10T22:20:54+00:00
Meeting & Facilitation Skills Training
Closing the Deal in the
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.
Medium to High
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
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 workshops, 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 in a comfortable, spontaneous conversation while being clear and concise
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
Establish and nurture trust
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
In addition to the skill-reinforcement resources included in eCoach, consider these options:
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 providing support after.
Dress Rehearsal 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.
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.
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.
We believe in a blended learning approach. eCoach is how we do it.
Participants complete an online needs assessment and watch an on-demand video.
After the workshop, participants have access to a host of job aids and tools to help them apply what they learn to situations they face outside the training room.