Key Closing Models
In a B2B environment where sales cycles are long, there are multiple contacts, and the financial stakes are high, knowing how to master sales closing models becomes a decisive asset. This module provides you with a clear and operational understanding of the mechanisms at work in the final phases of a complex closing.
Who is this module for?
This module is aimed at any professional responsible for selling complex solutions: key account managers, sales executives, pre-sales consultants, or business developers. It can be taken independently or as part of the “Sales & Business Development” course, designed to strengthen all stages of the sales cycle.
What you will learn in this module:
- Identify the different types of decision-makers in a complex sale and their role in closing
- Understand and use customer engagement levers to strengthen the purchasing decision
- Master the stages of the B2B decision cycle, to anticipate blockages in the final phase
- Appreciate recognized conceptual frameworks such as MEDDIC or Challenger Sale to structure your closing strategy
- Gain impact, relevance, and alignment with the client’s real challenges
Why this module is essential:
✔ It gives you the keys to avoid indecision, postponements, or deals that get bogged down
✔ It transforms your closing in a proactive, strategic and methodical approach
✔ It positions you as a decision-making partner, not just a supplier
Designed by experts in complex sales and digital teaching, this module combines theory and pragmatism for learning that can be immediately applied in the field.
