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tags: Hyrise +, Module 9
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# Overview of closing training


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 is what you have learned during stage 2: successfully generating qualified opportunities that you pass on to an Account Executive. The AE then manages the end of the funnel by conducting product demos and closing deals.

In modules 9 and 10 we are showing you how to dominate the end or "bottom" of the funnel. You need these skills when:

- You have landed a job for a sales role that is full-cylce, having to manage the whole funnel right from the start.
- You want to get promoted or transition into an AE role that requires you to master the whole funnel soon after starting as SDR/BDR.

## What happens in the final stages of a sales process?
Taking over from the SDR after a discovery call, the AE typically conducts a product demo. Technically, this is still part of the discovery process as a demo is not only a chance to showcase how your product solves the prospect's pain, but it's a great opportunity to ask deeper level qualification questions as well. Only afterwards 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:

:::info
- [ ] **Closing the sale**
:::

### How do you close a sale?
In a very simplified way:

- 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.

Throughout modules 9 and 10, 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.

:::info
### **Module 9: 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?**
- [ ] You will conduct a mock sales demo with a Hyrise community member (or another person of your choice).
 
### **Module 10: 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?**
- [ ] You will present your proposal in a mock closing call with a Hyrise community member (or another person of your choice).
:::

Let's get started with Module 9!

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