Overview

Topics Covered

• What is closing?
• Problems from the beginning of the sales process don't show up until the end
• The six critical elements of closing
  1. Uncover and agree on essential and specific needs
  2. Prospect accepts your value proposition
  3. Identify and engage the economic buyer (decision maker)
  4. Building a consensus that accepts your solution and ability to provide it
  5. Presenting solutions to overcome objections or concerns
  6. Paint word pictures
• Asking the most important question.

Learning Objectives

• Identify and understand the six critical elements of closing.
• Understand that closing is a natural part of the process. It should not be awkward.

Thoughs to consider

Closing becomes a seamless, natural part of the sales journey

Rather than being an awkward or forced “ask,” closing is integrated into every stage, from initial conversations to agreement so that by the time you get to “the close,” it feels like the natural next step, not a surprise.

Close with confidence and clarity, grounded in mutual agreement

By mastering each of the six critical elements (needs, value, economic buyer, consensus, objections, word pictures), you bring clarity, credibility, and confidence to your sales conversations and your buyer feels understood, aligned, and ready to act.

Position for success early and reduce last-minute objections

Because you consistently build in elements upfront (uncovering needs, engaging decision makers, aligning value), many obstacles are resolved well before the closing moment so fewer surprises arise at the end, and the path to agreement is smoother.

Desired Outcomes

• Enable participants to position for the close at the beginning of the process.
• Inspire participants to close with confidence.
• Understand how all six key elements impact the closing process.

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