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. Whether they present to large groups or a single decision-maker, in teams or by themselves, this training will help participants manage the real-life sales conversations they face. This training is delivered through a combination of face-to-face, virtual, and on-demand modalities.

Experience Level

Medium to High

Overview

Duration: 2+ days
Maximum Enrollment: 8
Number of Instructors: 2
Location: Client Site & Virtual Classroom

Degree of Coaching

High: personal coaching occurs both in the classroom and in private video review after every in-class exercise

Intended For

B2B sales professionals & sales teams

Closing the Deal

Facilitating high-stakes meetings that move business forward

Throughout the class, participants, whether presenting in teams or solo, apply the principles of The Orderly Conversation® to their own real-life sales meetings. Each person’s audience may vary – from small or large in-person groups to remote or hybrid environments.

Successful participants will learn to

  • Engage buyers and create the conditions for a fruitful, results-oriented conversation
  • Establish trust and nurture relationships
  • Frame their sales meetings so that they are listener-focused and persuasive
  • Support key messages
  • Communicate effectively face-to-face, virtually, and in hybrid situations
  • Manage nervousness and gain self-awareness
  • Be clear, concise, and appropriately persuasive
  • Use visuals effectively, whether face-to-face or virtually, seated, standing, hand-held, or hard copy
  • Use virtual tools, including video, for maximum engagement
  • Weave stories into their sales meetings when appropriate
  • Lead with benefits supported by features
  • Listen (and hear)
  • Remain nimble, think on their feet, and address buyer concerns as they surface
  • Set appropriate next steps to move the sale forward

“You didn’t just help us sell our service or idea, you instilled a sense of confidence that will carry forward into all our work.” Leah T., Volunteer Program Manager, St. Joseph Food Program

Additional Post-Workshop Skill-Reinforcement Options

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 for providing support after.

Dress Rehearsal Coaching: To help workshop participants succeed, especially when the stakes are high, consider adding post-workshop coaching. These sessions (usually conducted virtually and treated like a dress rehearsal) are an excellent way to prepare for the next big presentation. Individuals always work with one of the instructors from their workshop to ensure continuity and mutual trust. Additional fees apply.

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 for 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.

Get the Conversation Started

contact us

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.

B2B Sales Communication Training - Turpin Communication

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