Rejection can be a painful experience.

Those who spend their careers in sales know just how much it hurts to be rejected on a regular basis. So some salespeople can be inclined to avoid the source of the pain.

They do this by taking the soft option by not risking a turndown on a bigger order, or they delay decision day or avoid a return meeting with a client who said ‘no’ on the last call.


1. Think bigger – do not be satisfied with ‘same again’

2. Remember you are a salesperson – not a collecting agent

3. Think positive – why the customer should say ‘yes’

4. Remember to ask for the order!

5. Even a turndown can be good news.

6. Create a climate of agreement.

7. Let silence work for you.

8. Prepare your closes and work out recovery lines.

9. Always look for other benefits your product may have to offer.

10. Keep in touch with your prospects.


This guide is designed for a manager or a facilitator to introduce the methods to use and approaches to adopt when it’s closing time in a short workshop featuring videos from the Video Arts Selling Essentials Series.


Each video comes with a series of activities around the following structure:

LOOK - watch the video and reflect on the content and message.

THINK - activities and questions linking the video to their own experience and workplace. REMEMBER - a summary of the key learning points. Each section relating to the video will last around 15 minutes.

ACTION PLAN - At the end of the series of videos and activities delegates should be encouraged to share the most important actions they will take and record actions on their Personal Action Plan sheet.



 Think bigger

 Ask for the order

 Keep trying


Trainer Tools

  • Closing Sales Workshop Guide