About this Event
STRIVE WISDOM | EVENT LEARNING BRIEF
Sales Skills and Closing Techniques for Business Professionals
Chicago, IL, USA
01 | The Session At A Glance
Session Detail
Location
Chicago, IL, USA
Duration
1 Full Day – 8 Hours
Delivery
Instructor-led classroom training
Format
In person classroom training / Virtual Session
Language
English
Credits
8 PDUs / Training Hours
Certification
Course Completion Certificate
Refreshments
Enjoy Complimentary Refreshments (Beverages, Lunch, and Snacks are included)
02 | Why This Session?
Sales professionals need to understand customer requirements, communicate relevant information and respond to questions or concerns. Common responsibilities include discussing budgets, explaining product or service suitability, negotiating terms and agreeing on appropriate next steps.
This session examines customer needs analysis, value communication, objection handling, negotiation, closing techniques and follow-up. Participants will consider how these skills apply to everyday sales conversations and customer relationship management.
03 | What You Can Take Into Your Work
By the end of the session, participants should be able to:
- Identify customer requirements through structured questioning and active listening.
- Explain product or service features in relation to customer needs.
- Recognise customer concerns and clarify buying signals.
- Apply appropriate techniques for responding to objections.
- Use negotiation approaches to discuss terms and expectations.
- Identify suitable closing techniques for different sales situations.
- Develop structured follow-up practices for customer interactions.
04 | Is This Session For You?
Sales Representatives and Account Executives: Explore customer conversations, needs analysis, objection handling and closing methods.
Business Development Professionals: Examine ways to identify customer requirements and present relevant solutions.
Sales Managers and Team Leaders: Consider approaches to reviewing sales conversations, coaching team members and maintaining consistent sales practices.
Account Managers and Client Relationship Professionals: Develop approaches for addressing customer concerns and maintaining clear communication.
Entrepreneurs and Business Owners: Explore techniques for presenting products or services and discussing commercial terms.
Customer-Facing Business Professionals: Practise communication and negotiation methods relevant to customer enquiries and sales discussions.
05 | The Strive Wisdom Approach
Practical: Use workplace examples to examine customer questions, sales discussions and common objections.
Human-Centred: Focus on understanding customer requirements, listening carefully and communicating respectfully.
Responsible: Consider accurate product descriptions, transparent discussions and realistic customer expectations.
Workflow-Oriented: Relate the learning to customer discovery, sales meetings, negotiations and follow-up activities.
Applied: Use role-play, case studies and workshop exercises to practise professional sales conversations.
06 | From Individual Learning To Team Practice
In-House Session
Want to train your entire team?
Strive Wisdom can deliver this course as an in-house session tailored to your organisation’s sales processes, customer groups and commercial responsibilities.
The session can address relevant workplace situations, including customer discovery, solution presentations, objection handling, negotiations and follow-up. Examples and activities can be adapted to the organisation’s products, services and established workflows.
Agenda
The Seven Practical Areas
Module 1: Understanding the Professional Sales Process
Info: • Identify the main stages of a sales conversation.
• Examine preparation and expectation-setting.
• Recognise the role of follow-up in sales activities.
• Icebreaker
Module 2: Identifying Customer Needs
Info: • Use open-ended questions to explore customer requirements.
• Apply active listening to clarify priorities and concerns.
• Distinguish stated needs from underlying business challenges.
• Role Play
Module 3: Communicating Value and Presenting Solutions
Info: • Relate product or service features to customer requirements.
• Explain relevant benefits using clear, factual language.
• Adapt presentations to different customer priorities.
• Hands on Activity
Module 4: Recognising Buying Signals
Info: • Identify verbal indicators of customer interest.
• Ask clarifying questions before interpreting customer responses.
• Determine appropriate next steps based on the discussion.
• Case Study
Module 5: Handling Objections and Customer Concerns
Info: • Identify concerns about price, suitability and timing.
• Respond through clarification and relevant information.
• Recognise when further information or follow-up is required.
• Role Play
Module 6: Negotiation and Closing Techniques
Info: • Discuss price, terms and expectations clearly.
• Examine closing approaches for different sales situations.
• Confirm customer understanding and agreed next steps.
• Simulation
Module 7: Sales Follow-Up and Relationship Management
Info: • Plan appropriate follow-up communications.
• Maintain accurate records of customer discussions and commitments.
• Identify practices that support ongoing customer relationships.
• Workshop Exercise
Event venue & nearby stays
Regus - IL, Chicago - N Wasbash, 111 N Wabash, 11th Floor, Chicago, United States
Concerts, fests, parties, meetups — all the happenings, one place.