---
tags: Module 8
---
# Welcome to Stage 3


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See the happy panda? 🐼 That can only mean one thing... you're onto Stage 3!

**🥳 Congratulations!**
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## Stage 3 Introduction
Congratulations on completing your core training! You are now ready and able to join any tech company and successfully generate qualified opportunities for them - but what about closing deals?

As you know, when you enter your tech sales career you will likely start as SDR or a similar profile and your initial focus will be on generating and qualifying leads. This means you will generate leads, qualify them through a discovery call, and then pass that opportunity on to an Account Executive who will manage the end of the funnel by conducting product demos and closing deals.

It doesn't always happen like this though.

- Many startups are not professionally structured in the beginning, so you might find yourself having to manage the whole funnel right from the start.
- Even if you don't, you may get promoted or transition into a role that requires you to master the whole funnel soon after starting as SDR/BDR.
- If you have experience, you might even shoot for an Account Executive role from the beginning.

This is why we want to train you to be able to dominate the whole funnel, from open to close.

## What happens in the closing stage?
Once you thoroughly qualify a prospect through a discovery call, you enter the final stage in the sales process: proposal creation and deal closing. At this stage, the real selling process begins, and you have one very clear objective:

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- [ ] **Closing the sale**
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### How do you close a sale?
In avery simplified way:

- To close the sale, companies perform a meeting or a series of meetings to review the product, usually called sales demo meetings.
- At some point in the process a proposal is sent out, and then a Proposal Meeting follows. Then it's all about overcoming objections and getting the client to sign and close the deal.
- Depending on the product, industry, size of the company etc. this process can take anything from a few days to a few months.

In this stage, we will teach you how to navigate this process end to end.
 

## Stage 3 structure
Stage 3 will guide you through the process of closing a deal step by step.

Once again, you likely won't be using this in your initial role, but we believe it's important for you to at least be familiar with this process, as you will have to go through it soon. We recommend you come back to this stage when you do ;) This will also help you understand your future AE colleagues better.

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### **Module 8: Running successful demo's**

**What will I learn?**
Step by step, we will walk you through the process of running a successful and engaging sales demo tailored to your prospect's needs through digital channels. You will learn the importance of storytelling when running a sales meeting.

**What is my goal?**
- [ ] To complete this module, you will have to jump on a mock sales demo call with your coach.
 
### **Module 9: Mastering objections and closing**
**What will I learn?**
We will teach you how to create compelling proposals, the basic principles behind the art of closing a sale, and identifying the most common sales objections and how to handle them.

**What is my goal?**
- [ ] To complete this module, you will have to jump on a mock proposal call with your coach
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Let's get started with Module 8!

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