{"id":39,"date":"2020-10-30T11:12:01","date_gmt":"2020-10-30T11:12:01","guid":{"rendered":"http:\/\/34.125.46.169\/?page_id=39"},"modified":"2025-06-25T13:57:10","modified_gmt":"2025-06-25T11:57:10","slug":"closing-the-sale","status":"publish","type":"page","link":"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/solutions\/sales-performance\/closing-the-sale\/","title":{"rendered":"closing-the-sale"},"content":{"rendered":"\n<section class=\"block block-cta-hero \">\n\t<div class=\"uk-flex uk-justify-sb\">\n\t\t<div class=\"hero-content\">\n\t\t\t\t\t\t\t<div class=\"breadcrumbs\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"linked\">Courses<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<h1>Helping Clients Succeed<span>&reg;<\/span> Closing the Sale <\/h1>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"hero-image\">\n\t\t\t\t\n\t\t\t\t<img\n\t\t\t\t    src=\"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/wp-content\/uploads\/sites\/3\/2025\/06\/thijs-en-stan_435x430.jpg\"\n\t\t\t\t    alt=\"\"\n\t\t\t\t    width=\"435\"\n\t\t\t\t    height=\"430\"\n\t\t\t\t    fetchpriority=\"high\"\n\t\t\t\t    loading=\"eager\"\n\t\t\t\t    decoding=\"async\"\n\t\t\t\t    class=\"image-main hero-image\"\n\t\t\t\t\/>\t\t\t\t\n\t\t<\/div>\n\t<\/div>\n\t<span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-intro-text headings-left\">\n        <div class=\"uk-flex uk-justify-sb\">\n        <div class=\"intro-headings\">\n            <h2>Close more sales by applying the mindsets and skillsets of the world\u2019s top performers.\n<\/h2>\n        <\/div>\n        <div class=\"intro-text\">\n                            <p>After more than a decade of working with sales professionals all over the world, we have observed that there are two common mistakes that keep many sales professionals from winning more deals:<\/p>\n<ul>\n<li>Many sales presentations are lost before they are even given. Salespeople present to open the sales cycle rather than presenting to close.<\/li>\n<li>The sales presentations are information rich and decision poor. The presentations end in \u201cthanks a lot,\u201d \u201cwe\u2019ll think about it,\u201d \u201cHey\u2014could you leave us some of the PowerPoint slides?\u201d Critically, no decision is made.<\/li>\n<\/ul>\n<p>Helping Clients Succeed: Closing The Sale is designed to help sales leaders and their teams close more sales by applying the mindsets and skillsets of the world\u2019s top performers.<\/p>\n                \n            \n                    <\/div>\n    <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-lead-gen\">\n        <div class=\"uk-child-width-1-2@m uk-child-width-1-2@s uk-grid-match\" uk-grid uk-height-match=\"target : .title\">\n                    \n            <div>\n                <div class=\"inner-container\">\n                                            <div class=\"gen-inner bg-color-light-blue \">\n                                            <p class=\"gen-category\">Free Guide<\/p>\n                        <h2 class=\"title\">8 Techniques to Get Beyond the Gatekeeper <div class=\"carret\"><\/div> <\/h2>\n                                                <div class=\"gen-text\">\n                            <p>Gatekeepers are typically in their role because they are good at it. After all, their job is to protect their leader&#8217;s time and attention. But this doesn&#8217;t need to be an adversarial relationship.<\/p>\n                        <\/div>\n                                                                            <div class=\"gen-buttons\">\n                                                                    <a href=\"https:\/\/events.benelux.vps.buzztestserver.co.uk\/8-techniques-to-get-beyond-the-gatekeeper\/\" class=\"btn btn-white btn-download\"  target=\"_blank\">Download  <span><\/span><\/a>\n                                                            <\/div>\n                                                                    <\/div>\n                                    <\/div>\n            <\/div>\n                    \n            <div>\n                <div class=\"inner-container\">\n                                            <div class=\"gen-inner bg-color-purple \">\n                                            <p class=\"gen-category\">Free Guide<\/p>\n                        <h2 class=\"title\">How Effective Leaders Get Results: 7 Ways to Be More Proactive <div class=\"carret\"><\/div> <\/h2>\n                                                <div class=\"gen-text\">\n                            <p>No matter how competent your people are, they won\u2019t generate sustained and lasting results unless they\u2019re able to effectively lead themselves; influence, engage and collaborate with others; and continually improve and renew their capabilities.<\/p>\n                        <\/div>\n                                                                            <div class=\"gen-buttons\">\n                                                                    <a href=\"https:\/\/events.benelux.vps.buzztestserver.co.uk\/how-effective-leaders-get-results\/\" class=\"btn btn-white btn-download\"  target=\"_blank\">Download <span><\/span><\/a>\n                                                            <\/div>\n                                                                    <\/div>\n                                    <\/div>\n            <\/div>\n            <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n    \n<section class=\"block block-video-player\">\n    <div class=\"uk-flex\">\n        <div class=\"player-text-container\">\n            <div class=\"player-text\">\n                                <p>Closing the Sale overview with Craig Christensen.<\/p>\n                            <\/div>\n            <div class=\"player-buttons\">\n                            <\/div>\n        <\/div>\n        <div class=\"player-video\">\n            <iframe src=\"https:\/\/players.brightcove.net\/1302165881001\/x3P9v0DEc_default\/index.html?videoId=5334195231001\" allowfullscreen=\"\" allow=\"encrypted-media\"><\/iframe>\n        <\/div>\n    <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n\n\n\n<section class=\"block block-intro-text headings-left\">\n        <div class=\"uk-flex uk-justify-sb\">\n        <div class=\"intro-headings\">\n            <h2>Course Details\n<\/h2>\n        <\/div>\n        <div class=\"intro-text\">\n                            <h3>The top-performer difference<\/h3>\n<p>The top 5% of sales professionals approach closing differently. They understand that closing is much more than a single event. Rather, it\u2019s a process of successful decision-making that happens long before the contract is ever signed, and winning or losing the sale depends on whether they have\u2014or have not\u2014added value to that decision-making process.<\/p>\n<h3>What top-performers do differently<\/h3>\n<ul>\n<li>Sell with the intent to achieve win-win outcomes.<\/li>\n<li>Carefully prepare before every client meeting in order to create the conditions for good decision making.<\/li>\n<li>Spend less time talking at the client and more time discussing with the client those decisions that will best serve the client\u2019s needs.<\/li>\n<li>Follow a simple, reliable process to determine when they are ready to close.<\/li>\n<\/ul>\n<h3>The Outcome<\/h3>\n<p>We have seen that as salespeople adopt these mindsets and skillsets, they dramatically improve their win rates. By enabling their clients to make better decisions, your salespeople are far more likely to achieve mutually beneficial outcomes so that closing the sale becomes an enjoyable and rewarding process for everyone.<\/p>\n                \n            \n                    <\/div>\n    <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n<p><div class=\"shortcode-site-reviews-summary\"><div class=\"glsr glsr-default\" id=\"glsr_4jiafrlz\" data-from=\"shortcode\" data-shortcode=\"site_reviews_summary\" data-assigned_terms=\"166\" data-hide=\"bars,stars\" data-schema=\"1\"><div class=\"glsr-summary-wrap\">\n    <div class=\"glsr-summary\">\n        <div class=\"glsr-summary-rating\"><span class=\"glsr-tag-value\">4.8<\/span><\/div>\n        \n        <div class=\"glsr-summary-text\"><span class=\"glsr-tag-value\">Helping Clients Succeed: Closing the Sale scores on average 4.8<\/span><\/div>\n        \n    <\/div>\n<\/div><\/div><\/div><div class=\"shortcode-site-reviews-summary\"><div class=\"glsr glsr-default\" id=\"glsr_mbscg9pv\" data-from=\"shortcode\" data-shortcode=\"site_reviews_summary\" data-assigned_terms=\"166\" data-hide=\"bars,stars\"><div class=\"glsr-summary-wrap\">\n    <div class=\"glsr-summary\">\n        <div class=\"glsr-summary-rating\"><span class=\"glsr-tag-value\">4.8<\/span><\/div>\n        \n        <div class=\"glsr-summary-text\"><span class=\"glsr-tag-value\">This is the average score from 15 reviews<\/span><\/div>\n        \n    <\/div>\n<\/div><\/div><\/div><\/p>\n\n\n<div class=\"has-text-align-left items-justified-left wp-block-site-reviews\"><div class=\"glsr glsr-default\" id=\"glsr_kzppn6ay\" data-from=\"block\" data-shortcode=\"site_reviews\" data-assigned_terms=\"166\" data-display=\"2\"><div class=\"glsr-reviews-wrap\">\n    <div class=\"glsr-reviews\">\n        <div class=\"glsr-review\" data-id=\"27417\" data-type=\"local\" data-pinned=\"1\" id=\"review-27417\" data-assigned='{\"assigned_terms\":[166]}'>\n    <div class=\"glsr-review-title\"><h4 class=\"glsr-tag-value\">10<\/h4><\/div>\n    <div class=\"glsr-review-rating\"><div class=\"glsr-star-rating glsr-stars\" role=\"img\" aria-label=\"Rated 5 out of 5 stars\" data-rating=\"5\" data-reviews=\"0\"><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><\/div><\/div> <div class=\"glsr-review-date\"><span class=\"glsr-tag-value\">January 26, 2022<\/span><\/div>\n    \n    <div class=\"glsr-review-content\"><div class=\"glsr-tag-value\" data-expanded=\"false\"><p>The way and the material is so valuable<\/p>\n<p>It helped a lot in many areas to shape and polish my understanding of sales<\/p><\/div><\/div>\n    \n    <div class=\"glsr-review-author\"><span class=\"glsr-tag-value\">Amr Alsaar<\/span><\/div>  \n    \n<\/div>\n<div class=\"glsr-review\" data-id=\"27407\" data-type=\"local\" data-pinned=\"1\" id=\"review-27407\" data-assigned='{\"assigned_terms\":[166]}'>\n    <div class=\"glsr-review-title\"><h4 class=\"glsr-tag-value\">9<\/h4><\/div>\n    <div class=\"glsr-review-rating\"><div class=\"glsr-star-rating glsr-stars\" role=\"img\" aria-label=\"Rated 5 out of 5 stars\" data-rating=\"5\" data-reviews=\"0\"><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><span class=\"glsr-star glsr-star-full\" aria-hidden=\"true\"><\/span><\/div><\/div> <div class=\"glsr-review-date\"><span class=\"glsr-tag-value\">February 16, 2021<\/span><\/div>\n    \n    <div class=\"glsr-review-content\"><div class=\"glsr-tag-value\" data-expanded=\"false\"><p>Super workshop that helps closing the deal and getting te right conversation<\/p><\/div><\/div>\n    \n    <div class=\"glsr-review-author\"><span class=\"glsr-tag-value\">Ruben Berg<\/span><\/div>  \n    \n<\/div>\n    <\/div>\n    \n<\/div><\/div><\/div>\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/solutions\/sales-performance\/closing-the-sale\/helping-clients-succeed-closing-the-sale\/\" target=\"_blank\" rel=\"noreferrer noopener\">See all reviews<\/a><\/div>\n<\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<section class=\"block block-how-to-experience\">\n    <div class=\"uk-flex uk-justify-sb\">\n        <div class=\"headings\">\n            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This pass provides your organization unlimited access to all of our content, whenever and wherever you need it.                 <\/p>\n                            <div class=\"cta-container\">\n                    <a class=\"btn btn-primary\"\n                        alt=\"Learn More\"\n                        href=\"\/en\/all-access-pass\/\"\n                        target=\"_self\">Learn More<\/a>\n                <\/div>\n                    <\/div>\n        <div class=\"image-container\">\n            <img decoding=\"async\"\n                src=\"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/wp-content\/themes\/franklincovey\/img\/blank.gif\"\n                data-src=\"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/wp-content\/uploads\/sites\/3\/2025\/06\/stan_laptop_1100x440-700x280.jpg\"\n                alt=\"\"\n                class=\"bw-to-color lazy\" \/>\n        <\/div>\n    <\/div>\n    <div class=\"uk-grid-small uk-child-width-1-2@m uk-child-width-1-3@l experiences\" uk-grid>\n                        <div class=\"experience\">\n                            <h3>Live-Online<\/h3>\n                <p>Dynamic education and development, available online from any location.<\/p>\n                            <\/div>\n                                    <div class=\"experience\">\n                            <h3>In-Person<\/h3>\n                <p>Expert education and development delivered face-to-face.<\/p>\n                            <\/div>\n                                    <div class=\"experience\">\n                            <h3>On Demand<\/h3>\n                <p>Content available to your people anywhere, any time.<\/p>\n                            <\/div>\n                        <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-colorful-link-farm\">\n    <div class=\"link-farm-inner\">\n        <h2>Resources<\/h2>\n                        <div class=\"farm-links\">\n            <div class=\"farm-grid\" style=\"grid-template-columns: repeat(3, 1fr);\">\n                            <div>\n                    <div class=\"farm-link  color-\">\n                                                    <a href=\"\/en\/resources\/\" target=\"_blank\">Resource Center<\/a>\n                                            <\/div>\n                <\/div>\n                            <div>\n                    <div class=\"farm-link  color-\">\n                                                    <a href=\"https:\/\/msb.franklincovey.com\/\" target=\"_blank\">Mission Statement Builder<\/a>\n                                            <\/div>\n                <\/div>\n                            <div>\n                    <div class=\"farm-link  color-\">\n                                                    <a href=\"https:\/\/resources.franklincovey.com\/podcasts\" target=\"_blank\">FranklinCovey Podcasts<\/a>\n                                            <\/div>\n                <\/div>\n                        <\/div>\n        <\/div>\n            <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-full-width-form \">\n    <div class=\"uk-flex uk-justify-sb\">\n        <div class=\"fw-intro\">\n                                        <h2>Engage with us. 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