Closing Skills Workshop: Master the Moment That Pays the Bills
Your team can be friendly, knowledgeable, and great at presenting, and still leave money on the table. Why? Because the close is where most salespeople flinch. They wait for the customer to say yes on their own. They accept “let me think about it” and walk away. They mistake pressure for confidence, or they avoid asking at all.
The MSGA Closing Skills Workshop focuses on that one moment. It is an interactive, practice-heavy session that teaches your people to find the real reason a customer hasn’t said yes, address it honestly, and ask for the business with confidence.
Who it's for
- Sales teams with healthy appointment numbers but weak close rates
- Reps who freeze or fold when they hear an objection
- Newer salespeople who have never been taught a closing process
- Experienced closers who want to tighten up and get back to fundamentals
- Sales managers who want a common closing language to coach to
What's covered
The workshop is built around a simple truth: every lost sale comes down to one of five reasons.
No money. No time. No need. No urgency. No trust.
When a customer says “I need to think about it,” they are usually telling you one of those five things. Your team will learn how to:
- Spot the real objection fast instead of reacting to the surface excuse
- Handle “no money” by showing value and the cost of doing nothing
- Handle “no time” by making the decision simple
- Handle “no need” by going back to discovery and asking better questions
- Handle “no urgency” by helping the customer see what waiting really costs
- Build trust, the foundation under every other objection, by slowing down and being straight with people
- Ask for the business clearly, without apologizing and without pushing
- Recover a stalled conversation and keep it moving toward a decision
Every concept gets practiced. Reps role-play real objections from your business, get coached on the spot, and run it again until it feels natural.
Outcomes
Teams that complete the workshop are expected to leave with:
- A shared framework for diagnosing why a customer hasn’t bought
- Confident, honest responses to the objections they hear most
- The habit of asking for the business every time
- Less reliance on discounts and pressure to close deals
- A clear set of closing behaviors managers can observe and coach
Format and length options
The workshop is tailored to your team and your event. Common options include:
- Half-day workshop focused on the five reasons and live practice
- Full-day workshop that adds deeper role-play and objection scripting for your product
- Workshop paired with a keynote to kick off a sales meeting or conference
- Follow-up practice sessions to reinforce the skills
- In-person or virtual, depending on where your team is
Proof
- $1 Billion+ Sold & Managed
- 5,000+ people trained
- 30 years in sales and leadership
- Author of The Ultimate Sales Bible, and co-author of A Bathroom Guide for Closers, a book written for timeshare sales professionals
- Has shared the stage with Les Brown, Ed Mylett and Jack Canfield
FAQs
Is this about high-pressure closing?
No. The approach is honest and direct. Pressure damages trust, and trust sits under every buying decision. Your team will learn to close with confidence, not force.
Can you use the objections our team actually hears?
Yes. We tailor role-plays to your product, your price points, and the conversations your reps have every day.
We sell in a long, multi-step sale. Does this still apply?
Yes. The five reasons apply at every decision point, whether it is a single appointment or a sale that takes several meetings.
Should managers attend?
Yes. When managers learn the same framework, they can listen for it on calls and coach it in the field.
Can this be part of a larger program?
Absolutely. Many companies use the closing workshop as one piece of a broader sales training or leadership program.
Book a closing skills workshop
Ready to stop hearing “let me think about it”? Call (321) 291-3419 or email events@toddspeciale.com to schedule the MSGA Closing Skills Workshop for your team.