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Navigating the Closing Process

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Before starting this self study program, please go through the instructional document.


  • Understanding the decision making process
    3 mins
  • Who is the decision maker/makers?
    7 mins
  • What is the process make the final decision?
    12 mins
  • Engage your champion
    20 mins
  • Navigate the pitch
    32 mins

Course Description

A major part of negotiating your terms is effectively navigating the closing process.  

Nothing is worse than investing a lot of time into a prospect and then not winning the deal because of a surprise at the very end.  

The when of closing a negotiation is easy: early and often. 

Some people don’t seem to want or need to close the deal. They just go on and on enjoying the process, burning uptime, and never bringing discussions to a close. And then again, they will put something away and bring it back up later and chew on it some more. 

Closing is a separate skill, and you keep it in mind at every phase of the negotiating process.

Keep the closing in mind as you prepare for your negotiation, as you listen to the other side, and every time you speak. A little piece of your mind should always focus on the closing — on bringing the negotiation to a mutually acceptable solution. You aren’t likely to miss an opportunity to close when you view closing as a separate aspect of the negotiation rather than just the lucky result of a negotiation.

The proper moment to make your first effort at closing a deal is when you first sit down.

This is the stage where your negotiation skills are tested. You need to stay focused and strike the right chords. Using effective closing techniques and negotiation tips, you can quickly close the deals in negotiation. But before anything else, first, prepare yourself for successfully negotiating with the reluctant client. It is difficult to win a game without preparation.

This CPE webinar identifies the decision-makers and their processes that take a lot of those surprises away along with actually giving you the tools to navigate the process quicker and more efficiently.

Learning Objectives

  • To define the 4 things to know about the decision-making process.
  • To list the 4 main players you could deal with in a new business opportunity.
  • To list the 7 personas that you could deal with in a new business opportunity.
  • To discuss the best personas to help in your sales process.
  • To discuss the worst personas involved an opportunity.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • Certified Management Accountant
  • Certified Public Accountant
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • CPA in Business
  • Entrepreneurial CPA
  • Senior Accountant
  • Staff of Accounting Firm
  • Young CPA