Closing the Deal

Facilitating high-stakes meetings that move business forward

The B2B sales cycle can be long – sometimes taking months or even a year or more before closing a deal. While some things are out of your control (like budgets and timing), what if your sales team could shorten that sales cycle by being more persuasive, meeting your prospects' immediate needs, overcoming objections in real time, and clearly communicating the value
and benefits of your products or services?

This comprehensive workshop for B2B sales teams builds the skills participants need to build relationships with prospects by enabling authentic conversations that address each buyer's unique needs and challenges. This workshop helps get your prospects nodding yes. The result is less friction, leading to more closed deals.

All Turpin Workshops are highly customized to your organization's and employees' specific goals
and challenges and can be delivered on-site or virtually.

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

Attendees receive a copy of The Orderly Conversation: Business Presentations Redefined

“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 of 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.