Course description
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.
During the workshop, participants practice using their company's sales model and marketing materials. The training is delivered by two instructors and involves practical, video-recorded exercises for each participant. This allows for private, instructor-led video review, ensuring that each attendee develops the skills they need to succeed.
Closing the Deal includes access to eCoach – our program for pre-work and post-workshop performance support. Participants receive reusable job aids and reference materials to help them apply what they learn in class to the situations they face outside of it. Attendees receive a copy of The Orderly Conversation: Business Presentations Redefined.
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Upcoming start dates
Who should attend?
B2B sales professionals & sales teams
Training content
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
Course delivery details
Duration: 2+ days
Maximum Enrollment: 8
Number of Instructors: 2
Location: Client Site & Virtual Classroom
Costs
Contact Turpin for price information.
Why choose Turpin Communication?
Customizable business communication training courses.
Expert communication trainers and coaches.
30+ years of focused communication skills expertise.
Reviews
Average rating 4.7
Your team is great and made me feel very comfortable throughout the day in what normally would have been a very uncomfortable experience for me. Thank you!!
I have taken numerous presentation courses over my career. This was by far the most effective.
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Custom Presentation and Facilitation Skills Training for Your Team
Turpin Communication is a business communication training company. We build the skills presenters, meeting facilitators, and trainers need to achieve their goals, work more efficiently, and grow leadership capabilities. Our process is about simplification and personalization. We untangle confusing assumptions,...
Contrary to what I thought coming into the session, the video taping turned out to be the most useful and rewarding piece of the session.