Recognise early indicators that closing major deals is drifting away from its intended design.
Designing Closing Tactics for Major Sales Deals
Move closing major deals from general awareness to a repeatable, reviewable practice.
📍 Cairo🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
Buyers now complete much of their decision on closing major deals before speaking to anyone. A message about this part of marketing and commercial practice that tries to reach everyone reaches nobody. Organisations that document the wider marketing and commercial practice agenda properly resolve disputes about it far more quickly. What blocks progress on closing major deals is usually unclear ownership rather than unclear intent. The outcome is a practitioner who can hold a position on the marketing and commercial practice capability and revise it on evidence. The course covers this part of marketing and commercial practice at the level of detail needed to act, and stops there. The teaching approach is deliberately practical: participants build a go-to-market plan for closing major deals as they go. The programme suits teams tackling this aspect of marketing and commercial practice together as readily as individuals attending alone. Work concludes with a self-assessment of this strand of marketing and commercial practice that participants can repeat annually.
Expected Learning Outcomes
Set measurable objectives for closing major deals tied to revenue rather than reach.
Define the audience for closing major deals precisely enough to exclude people.
Prepare a short, evidence-based briefing on closing major deals for senior management.
Handle objections in closing major deals without conceding position immediately.
Translate policy on closing major deals into procedures that hold up under day-to-day pressure.
Protect the brand while pursuing short-term targets in closing major deals.
Who Should Attend
Training and development staff building internal capability in closing major deals.
Department heads accountable for the results of closing major deals.
Account managers responsible for retention within closing major deals.
Commercial analysts measuring performance of closing major deals.
Retail and channel managers executing closing major deals in the field.
Agency and consultancy staff supporting clients on closing major deals.
Course Modules
Closing major deals: positioning and the honest claim
2 sessions · 8 pointsSession 1Building the method for closing major deals step by step
- Identify the data already collected that bears on closing major deals.
- Script the three most common objections in closing major deals and the responses.
- Build the content that answers the buyer's real question about closing major deals.
- Estimate the resource closing major deals requires to run as designed.
Session 2What to measure in closing major deals and what to ignore
- Write the positioning claim for closing major deals and test whether a competitor could say it too.
- Describe the buyer for closing major deals specifically enough to name who is excluded.
- Establish the boundary of closing major deals and record what sits outside it.
- Set the discount authority for closing major deals and require justification.
Closing major deals: audience definition and segmentation
2 sessions · 8 pointsSession 1Handling the objection to closing major deals that ends most conversations
- Define the trigger that would require closing major deals to be redesigned.
- Define qualification criteria that disqualify quickly in closing major deals.
- Agree the indicators that will show whether closing major deals is improving.
- Select channels for closing major deals based on evidence, then cut the rest.
Session 2Measuring closing major deals when attribution is imperfect
- Identify single points of dependency in closing major deals and reduce them.
- Structure pricing for closing major deals against perceived value.
- Map the handovers in closing major deals between functions and secure them.
- Document the sales process for closing major deals so a new joiner can follow it.
Closing major deals: pricing, value and discount control
2 sessions · 8 pointsSession 1Defining the audience for closing major deals narrowly enough to matter
- Anticipate the objections closing major deals will raise and prepare the answers.
- Identify where judgement in closing major deals is legitimate and where it is not.
- Design the retention action triggered when a customer of closing major deals goes quiet.
- Set objectives for closing major deals in revenue terms with a timeframe.
Session 2Where the buyer actually decides on closing major deals
- Agree what will be standardised in closing major deals and what will not.
- Confirm that contractual obligations around closing major deals are understood.
- Compare cost of acquisition against value in closing major deals.
- Arrange the handover of closing major deals so capability survives staff changes.
Closing major deals: the customer journey and decision points
2 sessions · 8 pointsSession 1Keeping closing major deals alive after the initial push
- Name a single owner for each element of closing major deals.
- Map the decision journey for closing major deals and mark where the choice is actually made.
- Test creative for closing major deals at small scale before full commitment.
- Remove steps in closing major deals that add effort without adding assurance.
Session 2Choosing channels for closing major deals on evidence
- Review whether short-term tactics on closing major deals are damaging the brand.
- Establish who is informed, consulted and accountable in closing major deals.
- Collect evidence on the present handling of closing major deals before proposing changes.
- Build the report on closing major deals that answers whether to spend more or less.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Gold Package
At least 3 people
USD1,850
- 5-night stay in a 5-star hotel
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Complete your registration
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