Meeting & Facilitation Skills Training

Closing the Deal

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.

Experience Level

Medium to High


Duration: 2 days
Maximum Enrollment: 8
Number of Instructors: 2
Location: Client Site

Degree of Coaching

High: coaching occurs in the main classroom, private or team coaching follows every in-class exercise

Intended For

B2B sales professionals & sales teams

Closing the Deal

Facilitating high-stakes sales meetings that move business forward

Throughout the class, participants practice using your organization’s sales model and marketing materials in a safe yet challenging learning environment.

Participants in this training for high-stakes sales meetings 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
  • Manage the complexities of hybrid meetings
  • 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

“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 providing support after.

Training for Virtual Meetings: The skills required to lead a virtual meeting are an extension of the skills required in face-to-face situations. If your team meets virtually, consider adding a virtual post-workshop session to help them be more successful in the online environment.

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 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

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Workshop Tailoring

During the tailoring process, Turpin modifies the workshop to meet the specific needs of the business and each individual attending the training.

Blended Learning

We believe in a blended learning approach. eCoach is how we do it.

Online Pre-work

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

Skill Reinforcement

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.

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