Book a Consultation

Closing with Confidence

  • How to Close More Deals, at Higher Margins, in Less Time

Course Overview

Closing with Confidence is a targeted six-hour programme that empowers sales professionals to confidently and profitably close deals. Drawing on buyer psychology, communication science, and proven negotiation strategies, this course provides practical tools to advance opportunities, overcome objections, and secure mutually beneficial outcomes. Ideal for client-facing salespeople and account managers aiming to boost conversions, reduce discounting, and build lasting customer value in competitive sales environments.

Course Objectives

  • 1. Understand how to align the sales approach with the buyer’s decision-making process.
  • 2. Develop advanced listening and questioning techniques that uncover needs and build trust.
  • 3. Create and present compelling proposals that resonate with stakeholders.
  • Apply permission-based presentation techniques to strengthen engagement and credibility.
  • 5. Ask for commitment and manage common objections with confidence.
  • 6. Negotiate in a way that maintains integrity while protecting value and margin.
  • 7. Maintain sales momentum after closing through follow-up strategies and referrals.

Course Outline

  • Focus on value from the buyer’s perspective
  • Understand buyer psychology and communication preferences
  • Shift from control to co-creation
  • Diagnose before prescribing
  • Embrace the 70/30 listening rule
  • Use “Listen to / Listen for / Listen with” strategies
  • Apply the A-C-C-S model: Affirm, Clarify, Confirm, Summarise
  • Observe verbal and non-verbal cues
  • Prepare purposeful, layered questions
  • Explore the gap between current state and desired future
  • Use Situation–Pain–Impact questioning frameworks
  • Gain commitment to progress
  • Collaborate with internal champions
  • Structure a persuasive, value-focused proposal
  • Communicate outcomes using persuasive language
  • Align messaging with stakeholder priorities
  • Set expectations and confirm findings
  • Test commitment with pre-close questions
  • Present ROI-driven solutions
  • Ask for the sale with confidence
  • Understand what it means to “advance” the sale
  • Build advances into your conversations
  • Use fall-backs when the commitment stalls
  • Apply objection-handling frameworks: Isolate / Gain Permission / Offer Solutions
  • Recognise price pushback and buyer anxiety
  • Use Give/Get lists to protect value
  • Apply negotiation techniques to preserve margin
  • Use structured trade-off language confidently
  • Conduct debriefs and secure referrals
  • Measure customer outcomes and success
  • Request case studies and testimonials
  • Anchor success to reinforce future performance
Close the Sale Courses
Contact Us

Delivery Method

  • In-person at designated training venues
  • Virtual instructor-led training (6-hour workshop)
  • On-site delivery available upon client request
  • Includes practical exercises, scripts, templates, and case study examples
  • Certificate of Completion provided

Master the art of closing deals confidently with proven techniques.

Overcome objections, close deals confidently, reduce discounting, and build long-term customer relationships that drive sustainable revenue and repeat business with the Close The Sale Course.

Related courses

All Sales Training Courses
Influence and Persuasion
Influence and Persuasion

Our Influence and Persuasion Course empowers professionals to ethically inspire action, build trust, align teams, and master persuasive communication using proven techniques rooted in psychology and collaboration.

Communication Skills
Communication Skills for Leaders

The Communication Skills for Leaders course builds confidence to influence, inspire action, and engage teams through clear, impactful verbal, non-verbal, and written communication techniques.

Effective Presentation Skills Course
Effective Presentation Skills

The Effective Presentation Skills course teaches professionals to communicate clearly and confidently, creating presentations that inform, persuade, and inspire action while enhancing credibility with clients and stakeholders.