Closing the Deal in the Virtual World

Facilitating high-stakes online meetings that move business forward

Successful B2B salespeople need to be persuasive (without being pushy), understand the prospect's immediate needs, overcome objections in real time, and clearly communicate your offering's value. That's already a tall order. Now add the challenges of presenting to a virtual audience to further complicate an already delicate dance.

Our workshop, Closing the Deal in the Virtual World, helps participants build relationships with prospects by enabling authentic conversations in a virtual environment. We teach salespeople how to overcome objections and "read" the virtual room while applying techniques that keep audiences engaged and manage the conversation's flow and direction. The result is reduced friction in the virtual sales process leading to more closed deals.

This training is delivered through a combination of face-to-face, virtual, and on-demand modalities.

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


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 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.

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